Transforming Sales Coaching: Expert Strategies for Lasting Success

Effective sales coaching is crucial for unlocking team potential and driving growth. This guide, based on an episode of Sales POP! with Dr. Deepak Bhootra of Jabulani Consulting, explores key strategies for modern sales leaders.

Learn to overcome common coaching challenges like a lack of formal training and ego. Discover the importance of shifting from a judgmental “fixing” mindset to an empathetic one that builds trust and belief. The content also introduces a structured coaching framework focusing on three key areas: technique, behavior, and attitude.

We cover practical, actionable advice, including:

• Applying internal discovery techniques with your team.
• Investing coaching time in the middle 50% of your sales reps, the “untapped goldmine.”
• Leveraging AI for augmentation, not surveillance.
• Prioritizing mental health and celebrating small wins to improve motivation and retention.

This post offers expert insights for sales leaders, managers, and professionals seeking to enhance their coaching skills and foster a high-performing, resilient sales organization.

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On a recent Sales Pop podcast, John Golden and Gui Costin, CEO of Dakota Financial Software, dissected the modern state of sales effectiveness. Costin emphasized the importance of moving beyond vague targeting to gain a deep understanding of ideal customer pain points and build qualified lead lists—quality over quantity is key, as it avoids the “feel good funnel” of unvetted opportunities. He shared actionable outreach strategies from his book “The Dakota Way,” like crafting emails with ultra-clear subject lines and concise calls to action, and approaching phone calls with clear introductions and professionalism. Thorough preparation, active listening, and asking direct, “tough questions” about a prospect’s interest were also highlighted as crucial for success.

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In this episode, Tony Morando talks with host John Golden about how to grow and lead high-performing sales teams. Tony shares lessons from his 19 years in sales, including why coaching is key, how to build team trust, and why standard processes boost results. He also talks about hiring people with the right attitude, adapting to remote work, and celebrating team wins. A must-listen for sales leaders who want to create strong, motivated teams.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

In this episode, sales expert Geoffrey M. Reid—author of The Revenue Catalyst—joins John Golden to explore why structured sales education is missing from most universities and why that needs to change. Reid explains how the lack of proper training leaves many graduates unprepared, and how schools can close the gap by bringing real-world sales experience into the classroom. They also dive into the role of AI in sales, the importance of product positioning, and what it takes to build strong sales teams and leaders.

Visit us on Apple Podcast. You can also find SalesPOP! on all major podcast stations.

Struggling sales teams don’t have to stay that way! In this episode, John Golden chats with Geoff Ketterer, a sales expert who knows how to turn things around. They break down why teams fail, how leadership makes or breaks success, and why tracking the right KPIs is key. Geoff also shares how to fix slow lead follow-ups, build a strong team culture, and create accountability. If you want to improve your sales team’s performance, this episode is packed with practical advice you can use right away!

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Mastering Sales with Luke Lunkenheimer’s “Paid to Persuade” Method

In this episode, Luke Lunkenheimer shares his “Paid to Persuade” method, emphasizing the importance of deep customer understanding in sales. He explores the emotional stakes of B2B decisions, overcoming insecurities, and maintaining authenticity. Luke introduces the three C’s—content, confidence, and cadence—as pillars of sales success, alongside the need for continuous improvement and role-playing. Perfect for sales professionals aiming to enhance their skills and build trust-driven relationships.

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Unlocking Sales Identity with Jacob Hicks

In this episode, John Golden talks with Jacob Hicks, a seasoned sales coach, about the power of “sales identity”—understanding your core motivation or “why” in sales. Jacob shares tips on overcoming discomfort, active listening, and creating a value-driven approach to engage customers effectively. Learn the importance of follow-up, balancing AI with personalization, and adapting to the evolving sales landscape. Perfect for sales professionals and entrepreneurs looking to enhance their confidence and results.

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Gail Kasper, a master sales trainer, introduced the Cockatoo Selling System during a podcast with John Golden. This system emphasizes adaptability, consistency, and effective communication in sales. Drawing from the behavior of cockatoos, the system encourages sales professionals to be flexible, ask probing questions, and build strong customer relationships. Key takeaways include preparing a list of thoughtful questions, actively listening, and handling objections confidently. By following this system, salespeople can better understand customer needs, build trust, and ultimately close more deals.

Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.