The Insiders

Author: durhamlane

Get the inside track on how to deliver success in qualified lead generation and sales conversion strategies. Join The Insiders for compelling interviews with todays thought leaders in sales and marketing. Industry insight. Inspirational perspectives. Inside your world.
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Language: en

Genres: Business, Marketing

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State of Sales Coaching 2026: What Leaders Get Wrong
Episode 10
Thursday, 29 January, 2026

Sales coaching is widely recognised as one of the strongest drivers of performance, yet for many sales teams, it’s falling short. In this episode of The Insiders Podcast, Richard Lane is joined by Kevin Beales, Founder & CEO of My Sales Coach, to unpack the findings from the State of Sales Coaching 2026 report - one of the largest surveys of its kind. Together, they explore why sales leaders believe coaching is improving, while sales reps report the opposite; how deal reviews are being mistaken for coaching; and what organisations can do to build a coaching culture that actually delivers results. What you’ll learn in this episode: Why 40% of salespeople say they’re rarely coached or not coached at all The growing gap between leader intent and seller experience Why pipeline and deal reviews are being labelled as “coaching” The role of peer coaching and why it’s massively underused What sales teams really think about AI coaching tools How the best organisations measure coaching impact beyond short-term revenue