Cultivating a Winning Mindset with Josh Horstmann | Coach2Scale Episode #77
Can senior executives really afford to skip coaching? Join us for a fascinating discussion with Josh Horstmann, Operating Partner at Francisco Partners Consulting, as we dismantle the myth that top leaders don't need coaching. We promise you'll learn how to harness coaching for all levels of performance, from struggling team members to high-flying stars like UFC champion Jon Jones. Josh shares unique insights on smarter hiring, building a "virtual bench," and creating a coaching-centric culture that enhances both individual and organizational growth.
Experience the art of team building and leadership through a sports lens as we explore the parallels between business teams and elite sports teams. Josh reveals how understanding diverse personalities and strengths can lead to success, much like the winning strategies of top coaches like Andy Reid. Discover how hiring individuals who surpass your own skills in specific areas can elevate your team’s performance and why being present in coaching conversations is paramount. We’ll guide you through creating a balance between strategy and execution, ensuring leaders are equipped to navigate career transitions and avoid the pitfalls of hasty promotions.
Unlock the secrets to effective leadership attributes that drive success, especially during company acquisitions. Josh delves into the qualities that distinguish thriving senior sales leaders, sharing his personal experiences with impactful coaching. Learn how self-awareness and a compelling narrative can transform your approach to leadership. As we conclude, we’ll touch on finding inspiration beyond the boardroom and the importance of seeing through an individual's lens to foster self-growth. This episode is filled with actionable insights and reflections to empower anyone in a leadership role.
Experience the art of team building and leadership through a sports lens as we explore the parallels between business teams and elite sports teams. Josh reveals how understanding diverse personalities and strengths can lead to success, much like the winning strategies of top coaches like Andy Reid. Discover how hiring individuals who surpass your own skills in specific areas can elevate your team’s performance and why being present in coaching conversations is paramount. We’ll guide you through creating a balance between strategy and execution, ensuring leaders are equipped to navigate career transitions and avoid the pitfalls of hasty promotions.
Unlock the secrets to effective leadership attributes that drive success, especially during company acquisitions. Josh delves into the qualities that distinguish thriving senior sales leaders, sharing his personal experiences with impactful coaching. Learn how self-awareness and a compelling narrative can transform your approach to leadership. As we conclude, we’ll touch on finding inspiration beyond the boardroom and the importance of seeing through an individual's lens to foster self-growth. This episode is filled with actionable insights and reflections to empower anyone in a leadership role.
Chapters:
(00:00) Myth of Not Needing Coaching
(04:28) Value of Coaching for High Performers
(11:16) Effective Team Building and Coaching
(16:10) Coaching Strategies for Leadership Success
(25:32) Navigating Career Transitions and Performance
(34:03) Effective Leadership Attributes for Success
(38:54) Empowering Potential Through Individual Lens
Key Takeaways:
- Coaching Isn’t Just for Underperformers – Even A players and executives need coaching to continue growing and refining their skills.
- Forecast Reviews Are Not Coaching – Too many one-on-ones focus solely on pipeline updates rather than skill development and long-term growth.
- The Best Performers Still Need Guidance – High performers benefit from strategic coaching on leadership, negotiation, and career development—not just deal execution.
- Top Reps Don’t Always Make the Best Managers – Selling and coaching are two different skill sets; promoting star reps without leadership training often leads to ineffective managers.
- Identify “Runners” vs. “Builders” in Leadership Roles – Some leaders excel at optimizing existing processes (runners), while others thrive in building something new (builders); knowing the difference is key to scaling effectively.
- Be Present and Intentional in Coaching Conversations – Effective coaching requires full attention, structured agendas, and follow-through—not distracted, last-minute check-ins.
- Ad Hoc Coaching Is Not a Substitute for Structured Development – Informal, on-the-fly coaching moments are valuable but should complement, not replace, scheduled coaching sessions.
- Building a “Virtual Bench” is Critical for Leadership Succession – Sales leaders should proactively develop and identify future managers before leadership roles open up.
- A Strong Coaching Culture Starts at the Top – If executives don’t prioritize coaching, it won’t become a sustainable practice throughout the organization.
- Organizations That Invest in Coaching Outperform Their Peers – Companies with a structured coaching culture see lower attrition, higher quota attainment, and stronger leadership pipelines.
Ways to Tune In:
- Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
- Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
- Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
- Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
- Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
- YouTube: https://www.youtube.com/@Coach2Scale
CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
Learn more at coachem.io
