Is your sales manager giving you the support, coaching, and development you need? Are they helping you thrive in your role? Do they care about your well-being and mental health? 

If you said no to any of these questions, you are not alone. 

According to the latest data, 71% of frontline sales leaders don’t coach their reps at all, or aren’t effective at coaching. 

Nearly all sales managers do pipeline reviews with their team, but very few actually develop their reps, help them grow, and spend quality time coaching with them. 

The result? 

When reps aren’t getting the support or coaching they need from their manager, they feel like just a number and seek opportunities elsewhere! 

Reps don’t leave their companies; they leave their managers. 

So why exactly don’t sales managers coach and develop their reps more?

And what can reps do about it to ensure they are getting the support they need? 

These are some of the topics that I dove into with Adam Carroll on this month’s Fireside Chat. 

Adam has more than a decade leading and scaling elite sales teams, and has developed leadership frameworks to help sales managers deliver consistent, repeatable results. 

He grew the international sales team at Outbrain from 0 to $16M ARR in 4 years and led the West Region at Fullstory to become the highest revenue generating team globally. 

Here are a few of the areas we covered: 

1. The day to day pressures which managers are facing, and why they exist.

2. The difference between a sales manager and a sales leader.

3. Why taking pressure off of reps is more effective than pressuring them.

4. How reps can get more coaching and support from their manager.

5. When and why reps should consider moving from an IC to a sales leader. 

This was a great conversation, and something that very few people in sales are discussing. 

You can find the full conversation here: https://youtu.be/4hcvICCxq5Q

PS: Adam recently created a new course for sales leaders to help them maximize the performance of their team and drive consistent, repeatable results. You can get this course for 50% off until February using coupon code FIRESIDE50 at checkout. If you are a new sales leader, or thinking about moving into leadership, this is built for YOU!