Eps112 The Cost of Regression - The Rubber Band Trap

Sales training doesn’t fail because reps are lazy, it fails when teams aren’t supported to put new habits into practice. In this episode, Ingrid Maynard explores why sales teams often fall back on panic discounting and inconsistent execution after one-off workshops, and how coaching, leadership discipline, and structured reinforcement can help training stick. She shares the case for building consistent coaching and pipeline habits, aligning sales processes with how buyers actually buy, and replacing reliance on willpower with practical frameworks that help teams perform under pressure. It’s a conversation for sales leaders and commercial teams looking to turn training investment into lasting capability and measurable results.   Time Stamp 00:30 - Tailoring sales methodology to the organisation and the market 01:00 - What vitrification means and why pressure changes behaviour 01:29 - Introducing the episode theme: the cost of regression 02:14 - Why teams fall back to legacy habits after training 03:07 - Human beings revert to their set point under pressure 04:05 - Why training alone does not deliver ROI 05:03 - Formal coaching processes and better target achievement 05:59 - Why most sales leaders do not coach consistently 06:29 - Structured coaching and double-digit performance gains 07:27 - Why profit metrics matter more in a contracting market 08:23 - Motivation versus discipline and structure 09:18 - Using frameworks and cadences to change the set point 09:44 - The hidden tax of unvitrified training 10:41 - CRM discipline, team structure, and market-aligned behaviour 11:34 - Deal-specific coaching and revenue growth 12:04 - Less than 20 percent of managers’ time goes to proactive coaching 13:11 - Why outdated training is like sending teams to war with a stick 14:05 - The ROI case for investing in the Vantage accelerator   “It is possible to create a completely different paradigm of operation by just doing a few simple things in a different way.”   Resources & Links: Ingrid Maynard - Website The 10 Traits of Commercial Greatness Vantage Connect with Ingrid Maynard: LinkedIn