Dominic speaks with Ambre Jeanneau, former Head of Sales Enablement at Parloa, about one of the most misunderstood topics in sales: coaching.

Together they explore how to move away from one-off sales trainings and inspirational sessions and toward structured, scalable coaching embedded in the day-to-day of your sales managers.

Ambre shares her experience driving enablement in hyper-growth environments and explains why sales leaders often default to "doing it themselves" instead of coaching—and what to do about it.

This episode is packed with tactical insights on:

• How to define coaching (vs. training or feedback)

• Micro-coaching moments and where to build them in

• Reframing managers as enablers, not just operators

• Why adoption fails - how to make it sticky

• Designing a coaching culture even without external budget

Favorite Quote: "It’s not about one inspirational session - it’s about consistent, structured conversations that shape behavior over time."

Mentioned Resources:

• LinkedIn Profile Ambre Jeanneau

• LinkedIn Profile Dominic

• Ambre's Enablement Handbook

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Chapters:

02:10 Why managers avoid coaching- and how to fix that05:16 Embedding coaching into existing meetings07:26 The difference between coaching, feedback and training10:06 Micro-coaching examples that actually work13:42 How to align expectations around what “coaching” means17:09 Training vs. application: where most companies go wrong19:35 Building psychological safety through coaching