CEO Sales Guide

The Questions Your Sales Managers Should Be Asking (But Are Not)

Mike Carroll — Mon, 08 Jun 2026 16:30:00 GMT

Executive Summary

What are the questions that reveal whether your sales organization is actually healthy?

Your Sales Hire Looked Perfect. Three Months Later, Nothing Is Working.

Mike Carroll — Mon, 01 Jun 2026 16:30:00 GMT

Executive Summary

Why do great-looking sales hires fail to perform after 90 days?

Why Reps Discount Even After You Tell Them to Stop

Mike Carroll — Tue, 26 May 2026 16:30:01 GMT

Executive Summary

Why do salespeople keep giving discounts even after being told not to?

When a rep keeps discounting despite clear instructions to stop, most managers treat it as a discipline problem. The real issue is the rep's buy cycle. OMG's research shows that the way a salesperson buys things in their personal life directly shapes how they allow prospects to buy from them. If they comparison shop and negotiate on price personally, they will tolerate the same behavior from buyers. The manager says, "Stop discounting." The rep agrees. Next deal, same behavior. The behavior runs deeper than disobedience. A belief system is driving it, and that belief system cannot be coached away without making it visible first.

Why Coaching Sales Activity Alone Never Improves Performance

Mike Carroll — Mon, 18 May 2026 16:30:01 GMT

Executive Summary

Why does sales coaching produce effort without improvement?

Why Sales Teams Avoid Money Conversations (And Managers Miss It)

Mike Carroll — Mon, 11 May 2026 16:30:01 GMT

Executive Summary

Why do deals keep stalling at the proposal stage?

Is Your Best Rep Coaching-Proof? What Need for Approval Actually Looks Like

Mike Carroll — Mon, 04 May 2026 16:30:01 GMT

Executive Summary

Why do some reps seem perfectly coachable but never actually change?

Why Sales Coaching Fails: A Data-Driven Guide to Coaching What Actually Matters

Mike Carroll — Mon, 27 Apr 2026 16:30:01 GMT

Executive Summary

Why do sales managers keep coaching without seeing results?

Most sales coaching fails. Not because managers don’t care, but because they’re coaching the wrong things. They focus on activity metrics, deal reviews, and pipeline numbers. Those are visible. But the real obstacles to sales performance are invisible: deep-seated beliefs, mindset patterns, and behavioral traits that determine whether a salesperson can actually execute what they’ve been taught.

Your Sales Team Isn't the Problem. Your Manager Is.

Mike Carroll — Mon, 20 Apr 2026 16:30:00 GMT

Quick Answer

The biggest driver of sales underperformance is not your team, your market, or your competition. It is your front-line sales managers. A 2026 global survey of B2B sales practitioners across 12,000+ client engagements found that 95% named coaching effectiveness as the number one development need for managers. Only 9% said meaningful coaching is actually happening. Nearly half of managers don't know how to coach and don't treat it as a priority. Another 40% conflate coaching with reviewing KPIs. The result: reps plateau, processes don't stick, training fades, and turnover accelerates. Fixing the manager is the single highest-leverage investment a sales leader can make.

The A-Player Repellent: How Weak Sales Management Silently Kills Your Candidate Pool

Mike Carroll — Mon, 06 Apr 2026 16:30:00 GMT

Quick Answer: B-level managers attract B and C-level talent. A-players detect weak leadership during interviews and opt out silently. You never know you lost them. If your candidate pool feels thin, the problem is in your system, not the market. Strong candidates read signals you don't know you're sending: lack of role clarity, reactive management, and onboarding that doesn't exist. They walk away without telling you why.

Are AI Interviews Making Sales Hiring Better (or Just Faster)?

Mike Carroll — Mon, 30 Mar 2026 16:30:00 GMT

Quick Answer: AI interviews deliver speed and consistency, but consistency doesn't equal capability detection. Most candidates still want human interaction for final hiring decisions, and unstructured interviews predict job success at barely better than random. The companies getting this right use AI for efficiency while keeping human judgment where it matters most, evaluating whether someone can actually sell.