Closing Arguments

Sales Leaders Debate

Can you be friends with your reps?

Sales management isn’t black and white. That's why we debate the best practices that make managers multipliers.

This was a high-energy debate that dove deep into real-world coaching and management challenges with sharp insights, candid perspectives, and a few sparks.

Two battle-tested sales leaders took opposing sides:

• Kevin Gaither (CEO, Inside Sales Expert) said, “No.” Friendship muddies accountability, opens the door to favoritism, and makes tough calls harder.

• Mark Kosoglow (CEO, Operator) said, “Yes.” Genuine personal connection builds trust, unlocks motivation, and strengthens culture.