Ben and Chris shift the perspective from seeing CRMs as a micromanagement tool to viewing them as an essential lifeline for sales success.

In this episode of Ask the Professor, Professor Ben is joined by an exceptional sales leader, Chris Allen, Vice President of Sales at Augmentt to discuss critical strategies for sales leaders navigating team performance challenges.

They dive into coaching sales reps effectively—whether “coaching up” high performers or “coaching out” low performers. The conversation emphasizes accountability, structured performance management, and the importance of showing leaders’ commitment to both individual and team success. Chris also shares practical tips on creating champions within customer organizations and maximizing business impact through strategic relationship-building.

In this episode of Ask the Professor, Professor Ben is joined by an exceptional sales leader, Chris Allen, Vice President of Sales at Augmentt to discuss critical strategies for sales leaders navigating team performance challenges.

They dive into coaching sales reps effectively—whether “coaching up” high performers or “coaching out” low performers. The conversation emphasizes accountability, structured performance management, and the importance of showing leaders’ commitment to both individual and team success. Chris also shares practical tips on creating champions within customer organizations and maximizing business impact through strategic relationship-building.

What really changes when a top-performing sales person steps into a sales leadership role?

In this episode of Ask the Professor, Professor Ben is joined by first-time guest, Chris Allen, Vice President of Sales at Augmentt to unpack the realities of moving from an individual contributor to a sales leader.

Together, they explore the mindset shifts, the challenges of balancing engagement, and team culture responsibilities that come with leadership. From forecasting honestly to build trust, accountability, and a healthy sales culture, this conversation deliverables practical insight for aspiring and experienced sales leaders alike.

Explore the importance of mindset, energy, and practical techniques that builds relationships with prospects, such as pattern interrupts and active listening.

We are joined by Brendan Coughlin, President and Co-Founder of AllianZ Consulting Solutions. Brendan shares that despite modern digital tools, cold calling remains one of the most effective strategies for booking appointments and driving business growth