How to anticipate and diffuse conflict with your reps. You and your reps are not always going to see eye to eye on things. Especially when it comes to your assessment of their performance. In fact, according to statistics, it’s pretty likely there’ll be a mismatch. According to a study by The Beacon Group, “managers…

Want to know a fun fact?  Employees are 20% more likely to stay with their company over time if they feel like they’re progressing in their careers. Want to know an even funner fact? 70% of employees would drop their current company like a hot potato for another employer that invests in employee development and…

One of the most essential, yet challenging capabilities a manager can master is managing change and supporting our teams through that process. THEE hardest kind of change to manage IMO is changes in expectations. It’s like as soon as you get into a groove with your team, senior management just can’t help but implement something…

It seemed like only one year ago when companies were drunk off of fundraising dollars, new hires were promised promotions and pay raises, and equity really meant something. Now, promises of promotion paths have been replaced with hiring freezes and there’s a greater likelihood of layoffs than merit increases. The result? Reps’ expectations are not…

Raise your hand if you’ve ever felt burnt out. As sales managers, we are not above experiencing burnout. In fact, a recent survey from Slack found burnout is highest amongst middle managers compared to individual contributors, senior management and executives.  Knowing we’re the group who is most susceptible to fizzling out, burning out, or becoming…