How teach-back sales training, AI coaching and culture drive real sales performance | OnBase podcast скачать в хорошем качестве

How teach-back sales training, AI coaching and culture drive real sales performance | OnBase podcast

Sales teams have more tools, more training, and more AI than ever — yet performance, confidence, and execution continue to break down in the field. In this episode of the OnBase podcast, Barry Flaherty and David Thomson explain why traditional sales training fails, and how teach-back sales training and AI coaching help teams build real capability without burning people out. Drawing on decades of experience across enterprise sales, scale-ups, behavioural science, and enablement, this conversation explores why information alone never creates transformation, how onboarding can be fixed, and why AI should act as a coach, not a cop. If you lead sales, enablement, revenue operations, or go-to-market teams, this episode offers practical insight you can apply immediately. In this episode, you’ll learn: -why most sales training doesn’t translate into performance -how teach-back sales training improves retention and confidence -the difference between AI as a coach vs AI as a control mechanism -how to reduce ramp time and onboarding failure -how to scale sales teams without losing culture or empathy Chapters: 00:00 — Intro 02:01 — why most sales training fails in the real world 05:39 — capability over completion: changing how leaders measure success 08:34 — AI as coach vs AI as cop 11:23 — reducing onboarding failure and ramp time 17:15 — why information alone never creates transformation 23:36 — how teach-back changes confidence and execution 30:26 — scaling teach-back across global teams 39:34 — why these methods matter beyond sales Guest speakers: Barry Flaherty |   / barryflaherty   David Thomson |   / david-thomson-suada   Host: Paul Gibson |   / gibsonp   🎧 Subscribe to OnBase for more conversations with the people redefining B2B revenue and tech. Spotify: https://open.spotify.com/show/7Hwa9es... Apple: https://podcasts.apple.com/in/podcast... Website: https://www.demandbase.com/podcasts/o... #salestraining #salescoaching #aiinsales #b2bsales