Paul Castain's Blog

Sadly, Most Sales Reps WON’T Admit This

Posted September 11, 2018

This may shock you but us sales folk have giant egos but;

That can actually be good and bad.

On the good side, the ego protects us from things like rejection and difficult people but;

On the bad side, it can stand in the way of BETTER results.

We tend to think we have it all figured out or worse yet;

That it’s somehow beneath us to ask for help!

That’s how I used to think when it came to coaches.

Well those things and the fact that I thought most of them were really just displaced business people who woke up one day and said;

I know what I’ll do, I’ll be a coach

I changed my thinking somewhere along the line and thought I’d share why.

Here are 4 reasons why I think getting a coach sooner rather later is in your best interest;

1) You Really DON’T Have Time For Mistakes!

Business moves mighty fast and quite frankly, mistakes waste precious time.

“Winging It” “Learning as you go” can work but having someone guide you (who understands the road ahead) is more effective.

It’s kind of like getting in your car to drive cross country from New York to LA. You know you have to head west so you jump in the car and drive. Chances are pretty good that you’ll get lost, get aggravated but eventually you’ll figure it out or . . .

You could save a lot of time and B.S. by using your G.P.S.

2) You Need Someone To Kick Your AssI love sales people but having been one for 35 years I can tell you that our egos have us believing that we’re far better than we actually are.

There are also too many that love to cite sales techniques as “common knowledge” or “Sales 101” (sound familiar?) and they typically go unchallenged.

A coach (or at least one that gives more of a damn about you than your money)  will call you out on that sh*t and make you, wait for it, wait for it; actually DO IT! Which segues nicely into . . .

3) You Need Someone To Hold You Accountable: How many times have you wanted to call some prospects but didn’t or try a new idea but life swept you away?

Reality check in 3,2,1 . . .

Our lives are full of those moments and they have this nasty way of adding up!

A good coach will set action items with you (I prefer to have my clients set their own) and then hold you accountable!

Note: They should also hold you accountable between coaching sessions with assignments, updates etc (like I do in my coaching program.)

Just the mere thought of having to face someone, that you know will hold you accountable, will help you accomplish more.

Sorry for getting up on my soap box again, but all those free blogs, webinars, podcasts, etc that we all partake in. won’t help us with the “GOYA” part so . . .

It stays in our inbox or a notebook or “committed to memory” . . .

Never to be acted upon!

We become great consumers of information, tips and tricks but;

Fail big time when it comes to taking action!

4) YOU REALLY Need To Have Some Skin In The Game: I love free stuff but I don’t take it as seriously as I should!

I can’t tell you how many free eBooks I’ve downloaded that I never read.  I have attended God only knows how many free webinars and I just don’t take action (at the level I should) but. . . I take action on every self improvement tool I pay for!

Why? Because I’ve made an investment!

Sometimes we send the wrong message to our brain . . .

We tell it that it’s alright to support our $4 a day Starbucks habit.

We tell it it’s alright to spend money on going out to lunch several times a week.

We tell it it’s alright to make investments in strange companies through our 401k’s but then, in the same breath, we’re also saying;

“I won’t invest in myself because I’m not worth as much as those other things!”

That’s just sad!

Note: Don’t even think about blaming your cheap boss for not paying for stuff for you;

They’re NOT supposed to want your success more than you!

And further, you can’t blame them when you WON’T invest in yourself!

That’s just your ego protecting you and giving you a convenient out.


As I look back on my career, I’d say the single biggest mistake I made was failure to take on a coach, earlier in the process.

As a result, I could write the book on stupid mistakes and my journey towards greater success took much longer than it should have!


So as you’re putting together your plan to finish this year strong and;

Begin 2019 STRONGER;

Perhaps its time to have a coach ride shotgun with you!

To download my FREE guide, How To Hire A Sales Coach, please Click HERE

To learn have a look at my one on one coaching program, please click HERE or the handy/dandy banner below!

For more information on how I can help you or your sales team, click HERE or email me directly

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