Scott Leese and Richard Harris talk with Mark Ackers, founder of My Sales Coach, about the massive disconnect in sales coaching today. Mark reveals shocking stats from his 1,600-person survey showing 38% of reps rarely or never receive coaching, while 90% of leaders claim they coach monthly. Mark also shares his personal journey from mediocre sales rep to successful founder, including the brutal first coaching session that changed everything. The hosts also explore the future of coaching with AI and why human coaches will remain essential for accountability and relationship building.
Key topics discussed:
Why top performers often make terrible managers and how to bridge this skills gap
The “random acts of coaching” approach that creates real improvement
How Mark discovered he was “crap” at sales for 8 years until proper coaching transformed his career
The critical importance of accountability that AI can’t replace
The challenge of “letting reps crash the car” during live call coaching
