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Coaching - comfort zone or trouble zone?
Coaching---comfort-zone-or-trouble-zone-final
Coaching---comfort-zone-or-trouble-zone-final
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Video Summary
The speaker describes how sales coaching can drive better performance, especially as win rates drop and differentiation becomes harder. Drawing on his background in sports and coaching, he explains that world-class performance comes from strong habits, clear standards, and consistent reinforcement. He contrasts poor, checklist-style coaching with a more meaningful coaching culture focused on improving people and outcomes. <br /><br />At IBM, where he works in a large, engineering-led organization, he faced resistance to sales culture and had to lead a major change effort. He promoted the idea of “world-class selling,” built a team of around 100 coaches, aligned them to a common methodology, and worked to make coaching a valued part of performance improvement rather than just governance. <br /><br />The result: better consistency, a 2.5x increase in win rates, and a shift toward people actively seeking coaching.
Keywords
sales coaching
performance improvement
world-class selling
coaching culture
win rates
IBM transformation
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