Erik Thorén

The Pareto principle (“20 % of reps produce 80 % of results”) is ingrained in sales culture. But current research suggests an even...

It’s tempting to think it’s all about experience, charisma, or even having the “right answers.” But the research — and the best sales directors I’ve worked with — show something different. Here are a few habits that keep showing up: 1️⃣ They coach more than they control. Great leaders don’t just sit behind dashboards and track KPIs. They spend time with  their reps — listening to calls, giving feedback, asking questions that spark reflection. This is what real Guided Development  looks like:...

We often hear these terms used as if they’re the same thing. But they’re not. 👉 Coaching  = asking questions that unlock someone’s own thinking. 👉 Feedback  = holding up a mirror with your observations. 👉 Mentoring  = sharing your experience to guide someone else. They each serve a different purpose. And that difference matters. Here’s the catch: too many leaders mix them up in the same conversation. You start with coaching (“What do you think you should do?”)… but two minutes later you’re...