Thad Zilka, a veteran leader in sales and leadership, discusses the transformative power of coaching in sales performance. Drawing insightful parallels to the world of sports, Thad challenges the notion that star salespeople don't need guidance. Through sharing his own journey, he highlights the pivotal role of structured business plans and the consistent need for accountability to truly achieve greatness. His perspective provides a refreshing look at how even seasoned professionals can benefit from external coaching to elevate their skills from good to exceptional.

We explore the intriguing role of AI in the field, balancing its impressive capabilities with the irreplaceable human touch. AI tools are revolutionizing data analysis and idea generation, yet Thad and Matt caution against losing the personal connections that are foundational to successful sales interactions. The conversation expands to the career trajectories of sales professionals and the often-misguided rush towards management roles, urging a mindful approach to career decisions and recognizing the true decision-makers in complex sales environments.

Passion and persistence become the heart of our narrative as we dive into the vibrant world of gold investment and the lifelong dedication of being a Kiss fan. We share a mix of encounters and personal stories, from rock concerts to collecting memorabilia, all underscoring the power of perseverance in both life and business. The episode wraps up with reflections on influential leaders like Zig Ziglar and Ronald Reagan, emphasizing the essence of emotional intelligence and the noble art of sales. Join us for a considerable list of insights that promise to inspire, educate, and entertain.

Top Takeaways:

• Even the best sales reps need coaching. Hiring great talent isn’t enough—without continuous coaching, even experienced reps can reinforce bad habits.
• A strong business plan keeps reps accountable. Sales professionals should have a personal business plan with clear 30-, 60-, and 90-day goals that managers actively track.
• Tough conversations are necessary for growth. Great leaders don’t avoid difficult discussions; they address performance issues head-on by asking direct questions and reading between the lines.
• Self-awareness and emotional intelligence (EQ) are essential. The best managers don’t just listen—they watch for body language, energy shifts, and unspoken struggles to understand what’s really going on.
• AI should enhance coaching, not replace it. AI can surface coaching insights, identify patterns, and save time, but human connection and emotional intelligence are irreplaceable.
• One-on-ones should focus on development, not just deals. Many managers fall into the trap of turning 1:1s into pipeline reviews instead of using them to build rep skills and long-term success.
• Not every great salesperson should become a manager. Many top reps feel pressured to move into leadership, but management requires a different skill set that isn’t right for everyone.
• Sales leadership is about removing obstacles. The best managers clear roadblocks, eliminate bureaucracy and create an environment where their team can focus on selling.
• Coaching consistency separates good teams from great ones. Sporadic feedback doesn’t drive lasting change—regular, structured coaching ensures continuous improvement and accountability.
• The role of sales managers is harder than ever. With more responsibilities and less time, FLMs need better tools and processes to coach effectively without getting overwhelmed.

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