In this episode of Tech Sales Insights, Randy Seidl is joined by Paul Salamanca, co-founder and CEO of the Top 1 Percenter Academy. They discuss the importance and challenges of sales coaching, share insights on leveraging tools like Gong and Clary, and emphasize the role of resilience, mindset, and discipline in achieving sales success. Paul's journey from door-to-door sales to creating a successful coaching business is highlighted, along with his focus on the top 1% performers. They also touch upon the evolution of sales practices, the impact of COVID on coaching cultures, and the importance of maintaining strong relationships in the sales process. KEY TAKEAWAYS Sales Coaching Culture: Creating a true coaching culture goes beyond occasional feedback; it requires structured, consistent, and scalable approaches. Coaching at Scale: Effective sales coaching must be continuous and integrate with existing sales methodologies to drive better performance across the board. Maximizing Top Performers: Investing in the development of top performers can yield significant returns and set a strong example for the rest of the team. Sales Tools: Leveraging tools like Gong can enhance coaching efforts by providing actionable insights into sales conversations. QUOTES "Creating a coaching culture isn’t about occasional feedback—it’s about consistent, scalable coaching that everyone can learn from." - Paul Salamanca "Investing in your top performers not only boosts their performance but also sets a powerful example for the entire team." - Randy Seidl "The key to successful sales coaching is making it a continuous, integrated part of your team's daily routine." - Paul Salamanca Find out more about Paul Salamanca through the link below: https://www.linkedin.com/in/toponepercenter/ This episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.