Sales coaching challenges, we’ve all seen the same thing: Sales reps get trained, maybe even hyped up, and then two weeks later they’re back to doing what they’ve always done. Activity goes up. Results stay flat. That whole, Ebbinghouse Forgetting Curve thing.
Rather than complain about this issue, perhaps we should be asking, “why?”. The answer is pretty simple when you think about it. Most sales training isn’t built to stick. And most consulting never makes it from slides into the real world of sales conversations.
Sales coaching and consulting should fix what’s broken in the way your team sells. That means going deeper than just surface-level metrics or cookie-cutter advice. It means creating and customizing alignment between your customers, your prospects, your sales messaging, your people, your process, and your pipeline. Sadly most people overlook the first two.
What’s the Difference Between Sales Coaching and Sales Consulting?
Sales Coaching is about making your people better. Period.
- Are your reps asking the right AND real questions?
- Do they know how to marinate in objections instead of “handling objections”.
- Can your leaders coach without just taking over the sales call or merely running a forecasting call?
Sales Consulting is about making your systems better.
- Is your sales process aligned with how buyers buy?
- Do your sales stages have specific and concrete Exit Criteria.
- Do you have field creep in your CRM.
- Do you have playbooks that reps actually use?
You probably need both. Most companies do.
What We See Most Often
This is how you can determine if you are having a real issue.
- Bloated pipelines that never convert.
- Managers who don’t know how to coach.
- Teams who rely too heavily on discounts.
- Metrics that don’t actually drive behavior.
- Everyone is blaming the reps when they should be looking at themselves first.
Sound familiar? You’re not alone.
When Sales Training and Sales Coaching Works Best
- You’ve got a team of sellers who are active but not closing
- Your reps don’t know how to earn the right to ask questions, much less ask the right ones.
- Your managers are afraid to hold themselves accountable (not the team, themselves).
- You want to embed sales coaching into the sales culture, not just the calendar.
When Consulting Makes the Biggest Impact
- You’re scaling and everything is duct-taped together.
- Your pipeline feels like a closet full of “nothing to wear”.
- Sales, CS, and marketing are pointing fingers instead of pulling together.
- You’ve spent more time building your playbook than you have actually teaching and coaching your reps to actually do what’s in the playbook.
Why People Work with Us
- We’re not theorists. We’re operators.
- We’ve trained thousands of sales reps and leaders.
- We know SaaS, services, and fast-moving B2B.
- Our work is cited by Salesforce, Gong, and top sales podcasts.
“Richard doesn’t just coach your reps. He changes how your company thinks about selling.”
— CRO, SaaS Series C
Let’s Talk About What’s Actually Holding You Back
If your sales process is a mess, your team’s going through the motions, or you just want to get serious about results — let’s chat.
👉 Schedule a consult or text/call Richard directly at 415.596.9149. Or if you still have questions about our services, please check out our FAQ
