Chuck Thokey, Co-Founder at Top Rep, has seen the same patterns play out again and again after after working with more than 9,000 businesses: Most companies think they have a lead problem, he says, when what they really have is a culture and communication problem. In this episode, Chuck breaks down why the sales leader—not the owner—sets the tone for the entire company, why coachability is the defining trait of great managers, and how ego quietly kills growth. Plus, why sales teams need to feel protected and developed, and how businesses can unlock growth by building stronger benches instead of operating lean.