Last Updated on November 7, 2025 by Rocky
AI Summary: This article challenges leaders to rethink sales coaching, revealing that most “coaching” lacks true lessons and actionable plans. Drawing on vast data from millions of sales professionals, it shows salespeople crave genuine coaching to drive results—and explains the difference between conceptual and tactical coaching while spotlighting unconscious biases that block growth. Readers are invited to learn what transformative coaching looks like in practice.
Your salespeople should crave Coaching like a dog craves more petting.
Do your salespeople crave Coaching, or do they avoid it?
We ask companies and managers all the time, ‘How often do your salespeople get Coached?’ The answer unanimously is, ‘All the time!’ When we change the questions just a bit and ask, “How often do your coaching sessions end with ‘Lesson’ and ‘Actions Plans?” The answer is never. Without a ‘Lesson’ and ‘Action Plan,’ it is not Coaching. It is something else.
Based on data from 36,000+ companies, 2.7MM salespeople, and sales managers we’ve analyzed over the past 35 years, we found the activities disguised as Coaching fall into the following categories with the corresponding Percentages and Frequency
When we ask how often Coaching takes place, the answer and percentages are:
Join us April 1, 11:00 – 11:30, on LinkedIn Live to hear what an actual Coaching call should sound like. We’ll also define Conceptual and Tactical Coaching that identifies the unconscious biases that prevent sales execution.
Register here: https://www.linkedin.com/events/7307200316381224960/comments/
https://www.salesdevelopmentexpert.com/sales-leadership/ , www.linkedin.com/in/salesdevelopmentexpert , https://www.youtube.com/@rmldeadwood1 , https://x.com/SalesDevelopme3 ,
Rocky is the founder and CEO of Sales Development Expert, bringing over 35 years of hands-on experience in building championship sales teams for more than 2,800 businesses worldwide. As a recognized leader in sales hiring, training, and team development, Rocky is known for his results-driven strategies, deep expertise in sales-specific assessments, and passion for helping companies achieve breakthrough growth.