I’ve been fortunate — genuinely, extraordinarily fortunate — to have been coached by people who changed the trajectory of my life. Jacques Wilhelmy. Gilbert Pineau. Brigitte Portelance. Tony Robbins. And managers who led with that same quality of presence: Stuart Recher, Tom Wolkner, André Lagé — people who saw something in me I hadn’t yet seen in myself.
That kind of investment doesn’t just improve your performance. It changes who you are.
I’ve also worked under the other kind. Managers who confused authority with leadership. Who managed through fear, or indifference, or the simple inability to see the people in front of them as anything more than headcount.
Most weren’t bad people. They were good salespeople promoted without ever being taught to lead.
That gap became the reason I do this work.
Fifteen years ago, I asked a room full of salespeople a question nobody had ever asked them before: “What kind of coach do you want to be?”
By the end of that day, the manager pulled me aside. “This is the first time in my career someone has coached me.” He was forty-two years old.
I’ve never forgotten that moment. Because I knew exactly how he felt.
Since implementing the system, our adoption of our CRM has shot from 30% to over 90%. We now have a clear view of each sales representative’s activity and are able to better forecast sales. It is now part of our culture globally.
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