Apart from death and taxes; change is really the only other constant that governs life. How we adapt to that change determines our success or failure in acquiring what we want to have in life. In sales, what we want is inexorably intertwined with bottom line figures.

In any sport, athletes and teams have access to multiple coaches with various areas of specialty to help them reach their full potential. Consider the Los Angeles Lakers, for example. Frank Vogel is the Head Coach, and there are six Assistant Coaches, all of these are additionally supported by specialists for health and nutrition.

For much of the sales world, it’s no different. The notion that sales coaching is an essential ingredient in improving sales organisations is never disputed, but most sales leaders (if they’re honest) will tell you that they barely have time to manage their sales teams – and they simply don’t have time to coach.

The Swiss watch industry invented the digital watch and then rejected it. The lesson for sales leaders who resist change is still painfully relevant.