#121 - From Seller to Coach: Gail Behun’s Playbook for Building Better Managers

Most companies take their best sellers and promote them into management, expecting them to magically know how to coach a team. It rarely works that way. Gail Behun, who leads frontline manager enablement at Zoom across 300 managers globally, learned that lesson firsthand when she made the leap from seller to manager and realized she had no template for what good looked like. In this conversation, Gail breaks down how she builds manager capability without overwhelming people who are already stretched thin, why the best enablement comes from managers themselves rather than top-down programs, and how she uses AI, including a custom "Gail Voice" bot, to scale her impact and communicate in a way that actually lands with CROs. If you've ever wondered how to make enablement stick beyond the training session, this one's for you.