Welcome back to coach the scale, the podcast where coaching isn't just a skill.
It's a movement.
I'm your host, Matt Benelli.
And as we wrap up 2024, I want to start by thanking you, whether you've tuned in for
one episode or all 52 this year, you're part of a community that believes coaching
is the rocket fuel for team performance.
I also want to say thank you to each and every guest that appeared on the show.
Each interview I record is always the best part of my day, and my goal is to
bring content to all of you that's useful, impactful, and dare I say, enjoyable.
And it wouldn't be possible without our awesome guests.
So thank you.
This year we've grown by wildfire.
We've recorded over 65 episodes and we've reached thousands
and thousands of sales leaders.
But look, this isn't about vanity metrics.
It's about impact today.
We're diving into what made 2024 unforgettable, the big ideas and the
lessons that smacked us in the face and said, Hey, Maybe you should pay attention.
Think of this as a greatest hits album.
You didn't know you needed ready.
Let's go!
This year.
We just didn't talk about coaching.
We broke it down.
We rebuilt it.
We set it on fire and here's 10 lessons.
10 should be tattooed on every sales leader's brain.
Well, maybe don't go that far.
All right, let's see.
Number one, coaching isn't teaching.
It's training for battle.
You don't learn to box by watching YouTube.
It's practice role playing feedback and reps that build champions.
Not lectures.
Number two, high performers.
They're your blue chip stocks.
Stop wasting all your time on the problems.
Your stars are hungry for your attention.
And if you're not feeding them, somebody else is going to do it.
Number three, focus on behaviors, not just outcomes that comes up time
and time again, outcomes are great, but they're lagging indicators.
It's the small daily actions that propel the engine.
We are what we do repeatedly.
My partner and our CEO here at CoachEm, Colum once always said, use
active listening, like a martial art.
It shows that you care.
It unlocks curiosity, the ultimate currency in sales and leadership.
Number five, feedback is love.
Frequent, honest feedback is what your team craves.
If you're not giving it, you're starving them of growth.
One of our guests, Dr.
Rachel Pacheco, talked about that and gave a great analogy.
She said, feedback, it's a lot like underwear.
It's not a gift you want, but it's something that you absolutely need.
Thanks, Rachel.
Number six, transparency and vulnerability.
Are your secret weapons, admit your mistakes, share your
struggles, wear it on your sleeve.
It builds trust faster than any offsite retreat.
People want to know you're human.
Number seven, master the basics before you get fancy.
Technology is a tool.
It's not a crutch.
Fundamentals win championships, not shiny new software.
Get in the trenches, roll up your sleeves.
Number eight, as our friend and guest Pat Galvin said, coach to the career.
Not the quarter.
Long term growth beats short term gains every time.
Invest in the person, not just the pipeline, and watch the results unfold.
Number nine, embrace new tools or die trying the sales landscapes evolving.
If you're not keeping up, you're falling behind.
If you're not growing, you're dying.
AI is not going to replace salespeople, but AI is going to replace salespeople
who don't leverage the power of AI.
And lastly for today, number 10, don't jump to solutions.
As Brendan Kalika said, sales is like a carwash.
The rinse cycle is the most important part rush it and the dirt never ever comes off.
So I hope you enjoy those.
So those are 10 key actionable takeaways from the year 2024 in review.
And, you know, we sat down with some of the sharpest minds.
In the game this year, and they taught us a lot.
We can learn from them.
Please, as we go forward, tune in to hear what different people from
different walks of life, managing different types of teams have to say.
Every guest left us with tools, insights, and a fire to level up our coaching game.
Now, 2025, it's shaping up to be next level.
We're kicking off the year with powerhouse sales leaders from zoom
and Sysdig to tackle questions like.
What makes a great sales leader?
How do you create buy in from your team without feeling like a dictator and
the one no one likes to talk about?
How do you hold yourself and your team accountable?
But we want more voices.
We want your voices.
Keep sending us your feedback, guest ideas, and the tough questions.
Together, we'll keep pushing the boundaries of what coaching can do.
So as we close the book on 2024, let me leave you with this.
Coaching isn't just a checkbox.
It's a craft, it's a mindset, and it's the only sustainable
way to build teams that thrive.
Thank you for being part of this journey.
We'll see you next year, stronger, smarter, hungrier, and until then.
Remember, coach them if you want to keep them.
And don't forget to check the show notes and follow us on social media.
Happy new year.
And let's make 2025 the year we take coaching to the next level.
I hope everyone out there has a safe, healthy, happy holiday season.