Most sales leaders focus on hitting their numbers, but few take the time to diagnose why their teams struggle in the first place. In this episode, Bob Tharp, a seasoned sales leader with 35+ years in complex solution sales, reveals the hidden obstacles that stall revenue growth and how CROs can fix them. From controlling the controllables to holding reps accountable without micromanaging, Bob shares a practical, no-nonsense approach to building a high-performing sales organization.

Join host Matt Benelli as he and Bob dive into the biggest coaching mistakes sales leaders make, why most 1:1s fail to drive real improvement, and how AI-driven coaching can transform frontline managers into true performance multipliers. If you’re tired of surface-level sales advice and want real strategies to improve your team’s execution, this episode is a must-listen.

Top Takeaways:

• Sales success starts with diagnosing the real issues, not just chasing numbers. Many organizations focus on revenue targets without addressing the root causes of underperformance, leading to recurring problems.
• Sales coaching must be holistic, considering both macro and micro factors. Effective coaching looks beyond individual rep performance to evaluate how company strategy, sales processes, and cross-functional alignment impact results.
• Control the controllables—great salespeople take ownership of their success. Reps can’t always change their environment, but they can control their mindset, activity level, and how they adapt to challenges.
• Most managers struggle with accountability because they avoid tough conversations. Leaders often delay difficult discussions, leading to prolonged underperformance and a culture of low expectations.
• One-on-ones should focus on skill development, not just deal reviews. Many sales managers default to discussing pipeline, but the most impactful 1:1s prioritize coaching reps on behaviors that drive long-term success.
• Emotional intelligence is critical for coaching and leadership. Effective leaders read the room, de-escalate tense conversations, and guide reps to self-discovery rather than dictating solutions.
• AI-powered sales tools are valuable, but human coaching is irreplaceable. Platforms like Gong and SixSense provide insights, but without human judgment and structured coaching, they’re just another dataset.
• Top performers create their own opportunities instead of relying on inbound demand. Great sales reps don’t just wait for leads; they proactively diagnose customer pain points and create demand through consultative selling.
• Sales leaders must stop thinking like super reps and start thinking like business owners. Instead of jumping in to save deals, effective managers build systems that develop reps and create scalable, repeatable success.
• Consistency in coaching is the key to sustainable growth. Sporadic coaching sessions don’t drive behavior change—regular, structured coaching ensures reps continuously improve and hit their targets.

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://www.youtube.com/@Coach2Scale 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io