Rep Behavior Changes When Manager Is Present on Calls
Managers mistake performance changes for behavior change when they observe calls live.
Dara Okonkwo
Senior Contributing Editor
Dara Okonkwo spent a decade leading sales enablement at mid-market SaaS companies before turning to full-time writing and consulting. She covers the structural side of coaching, focusing on how frameworks translate into repeatable manager behavior.
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Managers mistake performance changes for behavior change when they observe calls live.