The Sales Coaching Disconnect No One Wants to Admit
Surviving Sales Leadership · 2026-01-14 · 30 min
Episode notes
Sales leaders believe they’re coaching more than ever. Sales reps are saying the opposite. Download The State of Sales Coaching in 2026 Report here In this episode, Tom Boston sits with Kevin Beales (Founder & CEO at MySalesCoach) and Richard Smith (Head of Growth at MySalesCoach) to unpack the State of Sales Coaching in 2026 and the uncomfortable disconnect between sales leaders’ intentions and reps’ lived experience. Drawing on real data from sales leaders and sales reps, we explore why coaching feels broken, why AI hasn’t fixed it, and what actually drives quota attainment in today’s sales environment. We cover why tenured reps want more coaching (not less) , how pipeline reviews are being mistaken for coaching , why weekly coaching dramatically increases quota attainment , and why human coaching still outperforms AI-only approaches when it comes to mindset, behaviour, and long-term performance. This episode is essential listening for VPs of Sales, Heads of Sales, Sales Managers, and Revenue Leaders who want to build a true coaching culture - not just survive this quarter. Want to be a great coach for your team and drive results in the time you DO have for coaching?