Sales Leadership Podcast Episode 327: Robert Moseley Founder and CEO of GTM Engine - Contextual Coaching > Content-Driven Coaching Every. Single. Time.
Nov 5, 2025
Robert Moseley, founder and CEO of GTM Engine, discusses the revolutionary impact of AI in sales coaching. He emphasizes the shift from content-driven to contextual coaching, showcasing how personalization enhances the quality of coaching conversations. By automating administrative tasks, GTM Engine helps leaders focus on meaningful coaching, significantly increasing reps' selling time. Moseley also shares insights into why many leaders overestimate their coaching effectiveness and offers practical strategies for success.
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Coaching Is The Ultimate Leadership Superpower
- Coaching is the ultimate sales leadership superpower that separates elite leaders from average managers.
- Many managers mistake coaching for activity/data reviews instead of creating new possibilities for reps.
Automate Admin To Free Selling Time
- Remove administrative burden from reps by automating data capture and CRM updates.
- Give reps back selling time so they focus on revenue-generating activities.
Process Often Increases Non‑Selling Work
- Salespeople spend around 70% of their time on non-selling tasks, per Salesforce research.
- Adding more process usually increases that burden instead of solving root problems.