When Star Sellers Become Growth Bottlenecks
The people who helped build your company are not always the people who can take it to the next stage. In this episode of MATCH B2B Insights, Benny Fluman and Brenda discuss one of the most difficult management challenges in modern B2B growth: what happens when successful salespeople and experienced managers struggle to adapt to a changing GTM environment. As buying behavior changes, AI enters the revenue process and sales becomes more data-driven, companies face a difficult decision. Do you train people, move them into a role that better fits their strengths, or replace them? Through real-world situations and practical GTM experience, Benny and Brenda examine how legacy habits can become growth bottlenecks, why new technology does not automatically change old behavior, and how management decisions about human capital can determine the actual speed of a company. Train them. Move them. Or replace them. The difficult part is knowing which decision to make.