After more than 100 episodes, #Coach2Scale wraps with a powerful closing message from host Matt Benelli, one that goes far beyond sales tactics. In this final episode, Matt shares four hard-earned truths from hundreds of conversations with CROs, enablement leaders, and frontline managers. He challenges the myth of the “super rep turned manager,” breaks down the true ROI of coaching (7–8X when done right), and reminds us that one-on-ones aren’t just a task, they’re the operating system for growth.

Matt also reflects on why performance loops aren’t enough without practice loops, and how great teams aren’t built on pressure, but on preparation. This episode connects the dots between personal development and business outcomes; it’s a call for CROs and GTM leaders to stop managing through dashboards and start developing their people with purpose. If you're serious about building a high-performing team that lasts, this episode is your blueprint.

Top Takeaways

1. The human side of coaching is non-negotiable.
Vulnerability-based trust isn’t soft; it’s the foundation for accountability, belief, and long-term performance.

2. Properly equipped managers deliver 7–8X ROI.
Coaching isn’t a “nice to have”; consistent, structured 1:1s lead to higher engagement, lower attrition, and stronger pipeline performance.

3. Stop promoting super reps into management without support.
Selling and coaching are completely different skills; without systems and training, you set managers (and their teams) up to fail.

4. Practice beats performance.
Top teams don’t just execute, they review, adapt, and improve with immediate, behavior-focused feedback that drives lasting change.

5. Coaching isn’t a tool; it’s a behavior change engine.
Technology alone doesn’t drive growth; tying behavior improvement directly to outcomes is what makes a coaching culture truly effective.

6. One-on-ones are not optional; they’re the operating system.
When coaching becomes the standard cadence, it shifts manager behavior from reactive firefighting to proactive development.

7. Performance grows when reps feel developed, not just measured.
The best leaders strike a balance between empathy and accountability, investing in long-term careers rather than just meeting short-term quotas.

8. Coaching is how you scale without breaking your team.
Growth doesn’t come from dashboards or pressure; it comes from developing people who are confident, capable, and aligned.

In this replay episode of Coach to Scale, host Matt Bonelli sits down with Josh Allen, a veteran sales leader from LogMeIn, CarGurus, Drift, and other notable companies, to unpack what it truly takes to elevate sales performance. Together, they explore the myths of sales leadership, why “what worked for you” won’t always work for your team, and how curiosity, drive, and resilience shape top performers. Josh shares hard-earned lessons from building high-performing teams, along with strategies for identifying intrinsic traits during hiring and coaching salespeople with diverse motivations.

Listeners will walk away with practical insights on connecting personal and professional goals, developing consistent coaching rhythms, and sustaining quota attainment without falling into the trap of “growth at all costs.” From nurturing top performers who are often overlooked, to coaching through adversity and building cultures of accountability, this conversation is packed with actionable takeaways for frontline managers, VPs, and anyone passionate about building resilient sales teams.

Top Takeaways

1. What worked for you won’t work for everyone.
Great sales leaders learn quickly that their personal playbook can’t simply be copied and pasted onto their team.

2. Hire for intrinsic traits, train for skills.
Curiosity, drive, and resilience are largely unteachable, whereas sales processes and methodologies can always be refined and developed.

3. Connect personal goals to professional performance.
Helping reps tie career milestones to life goals (like paying off debt or buying a home) builds deeper motivation and accountability.

4. Don’t overlook your top performers.
High achievers also need coaching and career development, not just attention to struggling representatives.

5. Toxic performance is never worth it.
Even the highest producers can’t be allowed to undermine team trust or culture.

6. Coaching is non-negotiable.
Leaders who claim they “don’t have time to coach” are missing the very activity that drives quota attainment.

7. Focus on one change at a time.
Like a golf swing, coaching is most effective when managers help reps improve one skill consistently before moving to the next.

8. Long-term consistency beats short-term intensity.
Sustainable sales success stems from steady development and efficient growth, rather than hiring sprees and short-lived pushes.

In this replay episode of Coach to Scale, host Matt Bonelli sits down with Ben Johnson, VP at Zendesk, seasoned sales leader, and longtime CrossFit coach, to explore what it really takes to build a thriving sales career. Drawing on more than 25 years of experience at companies like Dell, Oracle, Workday, and Zuora, Ben challenges the myth that sales success is measured only by the quarter. Instead, he shares why the true differentiator is consistent coaching, a culture of accountability, and the willingness to sharpen your sword through personal development.

Listeners will walk away with actionable insights on transforming performance improvement plans into coaching opportunities, creating cultures where vulnerability is strength, and distinguishing between “must-dos” and “how-tos” in sales leadership. From rebranding coaching as a growth engine to embracing “deeds, not words,” this conversation delivers timeless lessons for sales reps, managers, and leaders who want to play the long game and win.

Key Takeaways

1. Coach to the career, not the quota – Long-term success comes from developing people beyond just hitting short-term numbers.

2. Performance Improvement Plans can be growth tools – When used correctly, PIPs should guide reps toward improvement, not serve as a punishment.

3. Coachability is the key to success – The most successful reps are those open to feedback, willing to adapt, and eager to learn.

4. Culture starts at the top – A strong coaching culture must be modeled by leadership and reinforced consistently across the organization.

5. Preparation and debriefing matter as much as the meeting – Success comes from doing the pre-work, running the meeting, and reflecting afterward to continually improve.

6. Focus on “must-dos” vs. “how-tos” – Clear expectations around the basics (like CRM hygiene) free up time to coach on higher-value selling skills.

7. Deeds, not words – Accountability is proven through consistent actions, not promises.

8. Get the bad news early – Addressing risks and challenges upfront allows teams to respond effectively instead of scrambling at the last minute.

9. Invest in personal development – Ongoing learning, mentorship, and self-improvement are essential to staying sharp and thriving in sales.

10. Find mentors and be one – Having someone to guide you (and paying it forward to others) accelerates growth and resilience in a sales career.