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Sales coaching, sales skills, and what actually works
Research, opinions, and practical advice on sales coaching and skill practice. Written for reps who want cleaner calls and managers who want coaching their teams can use.
How AI Sales Coaching Should Work: Evidence, Coaching, Practice
Useful sales coaching helps you understand where you struggled, learn a stronger approach, and develop the skill through practice.
AI Sales Coaching: What Actually Changes When You Put AI in the Loop
Managers can only review so many calls. Automated review changes how much call evidence a rep and manager can use, and how soon they can use it.
What Separates Top Performers From Everyone Else
What actually separates top sales performers isn't what most managers think. Talent matters far less than most people assume, and the gap is almost entirely explained by behavior.
Why Most Sales Training Fails (And What to Do Instead)
The transfer problem is the dirty secret of the sales training industry. Most of what gets learned in a training room doesn't transfer back to the job. Here's what the research says about why, and what actually works.