Performance improvement plans (PIPs) are meant to help struggling reps, but more often than not, they’re just a step toward the exit. So why do they fail? And what should CROs and frontline sales managers do instead to truly develop their teams? Why does urgency hurt your coaching?

In this episode of Coach2Scale, host Matt Benelli sits down with Eric Hachmer and Steve Frappier of High Five Advisory to uncover the biggest mistakes sales leaders make when it comes to coaching and accountability. They break down why rigid sales policies backfire, how “one-size-fits-all” coaching kills performance, and the key to turning struggling reps into consistent performers. Whether you’re leading a team or coaching the coaches, this episode is packed with real-world insights on what actually drives long-term sales success.

Top Takeaways:

• Performance Improvement Plans (PIPs Often Fail) – PIPs are typically used as a last resort before termination rather than as a true coaching tool; leaders should focus on proactive development instead of reactive intervention.
• One-Size-Fits-All Coaching Doesn't Work – Every rep has different learning styles, motivations, and challenges, so great leaders tailor their coaching approach to individual needs instead of using a rigid playbook.
• Sales Policies Can Hurt More Than Help – Relying too much on black-and-white sales policies can create roadblocks for both customers and reps, whereas flexibility and good judgment lead to better outcomes.
• Good Leaders Focus on Behaviors, Not Just Results – The best sales managers don’t just chase numbers; they work to change the behaviors that drive performance, ensuring long-term success.
• Listening Is a Leader’s Superpower - Effective coaching starts with understanding. Great leaders take the time to listen before jumping to solutions, which builds trust and improves team engagement.
• Accountability Goes Both Ways – Reps should be held accountable for performance, but managers also need to take ownership of removing roadblocks, providing support, and developing their people.
• Urgency Can Get in the Way of Coaching – Sales leaders often move fast and focus on immediate results, but taking the time to coach properly leads to sustainable, long-term performance improvements.
• Trust and Authenticity Are Non-Negotiable – The best sales leaders show up as their true selves, follow through on their commitments, and create environments where reps feel supported, not micromanaged.

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://www.youtube.com/@Coach2Scale 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io