Coaching, Performance and Trust - Season 5: Episode # 86

Coaching, Performance and Trust - Season 5: Episode # 86

From The Cheat Code & Friends by In Revenue Capital

March 27, 2026 · 47 min · Season 5 · Episode 86

About this episode

Matthew Whyatt discusses the impact of AI on sales performance and the importance of human skills in coaching and managing sales teams.

Bad sales reps have always had places to hide. AI is starting to remove them. In this episode, Matthew Whyatt shares what happens when sales teams finally see the truth: which reps are really performing, which managers are actually coaching, and where deals start breaking down. The conversation focuses less on AI hype and more on what sales leaders can do with better visibility, better data, and better training. Matthew gives his opinion on why strong sales remains a human-to-human skill, even as AI reshapes how teams prepare, practice, and improve. He talks through the role of discovery, the danger of over-explaining in demos, and why guiding the buyer is often just as important as pitching the product. They also dig into objection handling, onboarding, sales management, and the growing pressure on leaders to raise standards rather than rely on instinct. Chapters 00:00 Introduction and Light Banter 02:59 Sales Backgrounds and Early Experiences 06:01 The Impact of AI on Sales 11:51 Sales Management and Coaching Challenges 18:00 The Future of Sales with AI 19:38 AI in Sales Training and Onboarding 22:29 Challenges in Mid-Market and Enterprise Sales 25:15 Real-Time Coaching and…

People in this episode

Host: In Revenue Capital

Guest: Matthew Whyatt

Topics covered

  • sales performance
  • AI in sales
  • coaching
  • trust in sales
  • human connection
  • objection handling

Keywords

  • sales
  • AI
  • coaching
  • performance
  • objection handling
  • training
  • sales management

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