Good Reps Want Coaching, Not Micromanagement
There’s a misunderstanding that often plays out in sales teams, and it tends to surface most under pressure. When targets tighten, when the pipeline looks soft, or when leadership needs fast wins, the instinct for many sales managers is to step in more aggressively. They lean into check-ins, send more Slack messages, hover over deals, and begin tracking every activity in the name of "support."
But here’s the problem: most reps don’t experience that as support. They experience it . . .
