Top 10 Lessons for Sales Leaders from 2024 Shared on the Coach2Scale Podcast

Coach2Scale: How Modern Leaders Build A Coaching Culture

As we close the book on 2024, I want to take a moment to say THANK YOU. Whether you tuned in for one episode or all 52, you're part of a movement that believes coaching is the rocket fuel for performance. This year, Coach the Scale recorded over 65 episodes, reaching thousands of sales leaders. But this isn’t about vanity metrics—this is about impact. Each episode brought lessons that slapped us in the face and whispered, "Pay attention."

So, let's hit rewind on the top 10 lessons from 2024 that every sales leader needs tattooed (metaphorically) on their brain:

1. Coaching isn’t teaching—it’s training for battle.
Your reps don’t learn to box by watching YouTube. It’s role plays, feedback, and reps that build champions.

2. High performers are your blue-chip stocks.
Feed them or someone else will. Stop spending all your energy on the bottom 20%.

3. Focus on behaviors, not just outcomes.
Outcomes lag. Daily actions drive the engine. We are what we repeatedly do.

4. Active listening is a martial art.
As Colum at CoachEm says, curiosity is the currency that unlocks trust.

5. Feedback is love.
Frequent, honest feedback isn’t a luxury—it's oxygen for growth. (Thanks to Dr. Rachel Pacheco for the unforgettable underwear analogy. 😅)

6. Transparency and vulnerability are superpowers.
Admit mistakes. Wear your struggles. Trust follows authenticity.

7. Master the basics before getting fancy.
Tech is a tool, not a crutch. Fundamentals win championships.

8. Coach to the career, not the quarter.
Short-term wins are great, but long-term investment in your people pays compounding dividends.

9. Embrace AI or get left behind.
AI won’t replace salespeople. It will replace those who don’t use it.

10. Don’t rush to solutions.
Sales is like a carwash—the rinse cycle (discovery) is crucial. Skip it, and the dirt stays.

🔥 Every guest brought their A-game this year, and 2025 is already shaping up to be NEXT LEVEL. We’re kicking off with sales leaders from Zoom and Sysdig to answer the big questions:

• What makes a great sales leader?
• How do you create buy-in without being a dictator?
• How do you hold yourself (and your team) accountable?

Your voice matters. Keep the feedback, guest ideas, and tough questions coming.

Coaching isn’t a checkbox. It’s a craft, a mindset, and the only sustainable way to build teams that thrive. If you’re not coaching them, you’re losing them.

Here’s to an even stronger 2025.

Happy Holidays, and see you next year!

#SalesLeadership #CoachingCulture #EndOfYearReflections #CoachTheScale