Surviving Sales Leadership

Most sales leaders hire on gut feel. Gut feel only predicts top performers 20% of the time — and the cost of a mis-hire goes far beyond a wasted salary. It drains coaching energy, damages team morale, and locks leaders into developing the wrong person instead of their best people. 📥 Download the Modern Revenue Leader's Sales Coaching Manual   https://bit.ly/3QTbqsJ In this episode, Bryan Mulry si...

Most sales leaders know AI is changing how teams sell. The ones falling behind aren't short on ambition - they're short on a starting point. Research shows sales reps spend 75-80% of their time on admin rather than selling, and AI is the fastest route to flipping that ratio. The three highest-impact places to start are prospect research, personalised outreach, and call analysis. 📥 Download the Mo...

Most sales leaders treat LinkedIn as a brand exercise. Post a few times a week, get some likes from colleagues, move on. But the reps who are actually self-sourcing pipeline are using it completely differently - they're building their own SQL machine, turning engagement signals into warm conversations before they even pick up the phone. 📥 Download the Modern Revenue Leader's Sales Coaching Manual...

Most sales leaders have sat across from a rep who's fully convinced a deal is closing.  Champion engaged.  Proposal out.  Close date locked. And they're wrong. Richard Smith sits down with Chris Lingenfelter (VP Sales & CS, Level Up) and Nigel Arthur (former MD and SVP Sales, enterprise SaaS - now coach at MySalesCoach) to show exactly what separates pipeline from forecast - and how fast the d...

Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual --- About this episode: Ever had that feeling where your pipeline looks busy… but nothing’s actually moving?  Yeah. Turns out, you’re not alone. Sales leaders think stalled deals are a pipeline problem. Sales reps are experiencing something very...

Simple comp plans are easy to explain. Bad comp plans are easy to regret. This episode gets into the real damage sales leaders create when compensation becomes unclear, unfair, too clever, or easy to game. Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual In this sales leadership lesson, Mike Pr...

Everything feels like it’s moving—and nothing feels stable. You’re expected to build a high-performing team while the ground keeps shifting beneath you. Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual In this episode, Tom Boston and Emily Parker break down what it actually looks like to build...

Many sales managers focus on pipeline, activity, and numbers. Top sales leaders focus on developing people. Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual In this episode, Tom Boston sits down with Nia Woodhouse and Ollie Sharpe to explore the leadership behaviours, coaching habits, and decis...

If deals keep stalling and the story is always “they’ve gone quiet,” the real issue usually showed up much earlier — and it often isn’t being said clearly in coaching. PS. Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual This session with Steve Myers and Richard Smith gets into the actual reaso...

Sales leaders believe they’re coaching more than ever. Sales reps are saying the opposite. Download The State of Sales Coaching in 2026 Report here In this episode, Tom Boston sits with Kevin Beales (Founder & CEO at MySalesCoach) and Richard Smith (Head of Growth at MySalesCoach) to unpack the State of Sales Coaching in 2026 and the uncomfortable disconnect between sales leaders’ intentions a...

Sales leaders! Want to build strong teams without burning out in the process? Introducing Surviving Sales Leadership, where each episode is a practical conversation with experienced sales leaders and elite sales coaches about what actually works. Coaching reps, managing pipeline, forecasting, enablement, and navigating growth without everything feeling harder than it should. No “just hold people a...