Research / 14
Why salespeople need clear goals and useful feedback—not just more pressure
Four peer-reviewed papers on goals, feedback, role clarity and sales coaching—with practical examples and the limits of the evidence.
Read research guide →01
Your VP of Sales just left. What should you do for the next 90 days?
How to keep the sales team managed while you decide what permanent leadership should look like.
Read guide →02
You have five salespeople. Do you actually need a VP of Sales?
Start with the work that lacks an owner, then decide whether you need a manager, VP or fractional arrangement.
Read guide →03
When should a founder stop managing the sales team?
The handoff becomes worth examining when sellers need consistent management the founder can no longer reliably provide.
Read guide →04
7 signs your sales problem may be management, not lead generation
Before buying more leads, inspect what happens to the opportunities and sellers you already have.
Read guide →05
Sales manager vs. VP of Sales: what does your company actually need?
A practical way to separate recurring team management from broader sales leadership.
Read guide →06
Why hiring more salespeople may not fix a management problem
More sellers add capacity — and can also add more coaching, coordination and review work.
Read guide →07
How to manage a sales team during a VP of Sales search
The recruiting process and the current management job need separate owners.
Read guide →08
Why your best salesperson may be the wrong person to manage the team
Strong individual selling is not the same skill set as developing and managing other sellers.
Read guide →09
Why sales teams lose accountability even when everyone is working hard
Accountability breaks when commitments, ownership and follow-through are unclear.
Read guide →10
Are your salespeople unmotivated, or is the management system broken?
Before blaming motivation, inspect priorities, feedback, workload and management.
Read guide →11
The founder-salesperson trap: when helping your reps starts hurting them
Founder involvement helps on important deals until rescue becomes the default operating model.
Read guide →12
What good sales management looks like in a 3 to 10 person sales team
A small team needs a consistent manager, clear commitments, useful coaching and room to sell.
Read guide →13
Why Great Salespeople Still Need a Manager
Experienced sellers still benefit from clear goals, coaching, feedback and accountability — and the research helps explain why.
Read guide →You hired the sellers. Who is managing them?
The Floor provides fractional sales management for founder-led B2B companies that need experienced management around the team without immediately adding another full-time executive.
Book a Sales ReviewFind the sales management support your team needs
Explore management options, common founder decisions and partnerships that keep sellers supported during a leadership search.