{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Coach2Scale: How Modern Leaders Build A Coaching Culture","title":"Diagnosing and Fixing Hidden Growth Barriers with Bob Tharp | Coach2Scale Episode #80","html":"","width":"100%","height":180,"duration":3166,"description":"Most sales leaders focus on hitting their numbers, but few take the time to diagnose why their teams struggle in the first place. In this episode, Bob Tharp, a seasoned sales leader with 35+ years in complex solution sales, reveals the hidden obstacles that stall revenue growth and how CROs can fix them. From controlling the controllables to holding reps accountable without micromanaging, Bob shares a practical, no-nonsense approach to building a high-performing sales organization.Join host Matt Benelli as he and Bob dive into the biggest coaching mistakes sales leaders make, why most 1:1s fail to drive real improvement, and how AI-driven coaching can transform frontline managers into true performance multipliers. If you’re tired of surface-level sales advice and want real strategies to improve your team’s execution, this episode is a must-listen.Top Takeaways:Sales success starts with diagnosing the real issues, not just chasing numbers. Many organizations focus on revenue targets without addressing the root causes of underperformance, leading to recurring problems.Sales coaching must be holistic, considering both macro and micro factors. Effective coaching looks beyond individual rep performance to evaluate how company strategy, sales processes, and cross-functional alignment impact results.Control the controllables—great salespeople take ownership of their success. Reps can’t always change their environment, but they can control their mindset, activity level, and how they adapt to challenges.Most managers struggle with accountability because they avoid tough conversations. Leaders often delay difficult discussions, leading to prolonged underperformance and a culture of low expectations.One-on-ones should focus on skill development, not just deal reviews. Many sales managers default to discussing pipeline, but the most impactful 1:1s prioritize coaching reps on behaviors that drive long-term success.Emotional intelligence is critical for coaching and...","thumbnail_url":"https://img.transistorcdn.com/opvAF1t5mX5oS98f075ruJp2ACzoZiGPMnZPHMPw65A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzQyODUzLzE2ODc4/ODc0MDgtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}