EPISODE · Apr 27, 2026 · 37 MIN
Episode 10: The Coaching Trap
from The Sales Mastery Podcast · host Sales Geek
Most sales leaders believe they’re coaching. Most sales reps say they aren’t being coached at all. Both can’t be right.In this episode, James breaks down the Coaching Trap — why so many one‑to‑ones quietly turn into deal inspections, why that stops teams developing, and why it costs businesses more than they realise. We look at the data behind weekly coaching, the habits that separate managing from coaching, and the structural reasons leaders fall into the trap without noticing.James also walks through the frameworks that turn a one‑to‑one into a genuine coaching session, including the FOCUS model, SBI(A), the Johari Window and the Skill/Will Matrix. If you want your team to grow rather than repeat the same patterns every quarter, this episode is essential.The companion playbook for Episode 10 is linked in the comments.
What this episode covers
Most sales leaders believe they’re coaching. Most sales reps say they aren’t being coached at all. Both can’t be right.In this episode, James breaks down the Coaching Trap — why so many one‑to‑ones quietly turn into deal inspections, why that stops teams developing, and why it costs businesses more than they realise. We look at the data behind weekly coaching, the habits that separate managing from coaching, and the structural reasons leaders fall into the trap without noticing.James also walks through the frameworks that turn a one‑to‑one into a genuine coaching session, including the FOCUS model, SBI(A), the Johari Window and the Skill/Will Matrix. If you want your team to grow rather than repeat the same patterns every quarter, this episode is essential.The companion playbook for Episode 10 is linked in the comments.
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Episode 10: The Coaching Trap
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