In this episode, Matt explores the dynamics of building and leading a successful sales team by drawing insights from the Boston Celtics' consistent performance. He discusses key challenges such as balancing performance metrics with personal and professional development and offers three actionable strategies for managers to achieve this balance: integrating development goals into key interactions, providing ongoing training and mentorship, and creating a supportive and collaborative environment. He also emphasizes the importance of strong relationships between managers and salespeople and how these can enhance performance, communication, and retention.
 
Takeaways:

• Incorporate personal and professional development goals alongside performance metrics during key interactions such as one-on-ones, QBRs, and performance reviews. Ensure salespeople are evaluated not just on sales numbers but also on their progress in skill development, career growth, and personal objectives. Provide regular feedback and resources to help achieve these development goals. 

• Offer continuous training focused on improving sales techniques and broader professional skills such as leadership, communication, persuasive writing, and strategic thinking. Establish mentorship opportunities, pairing less experienced salespeople with seasoned mentors for guidance, support, and practical advice. Consider having mentors outside the direct team to provide a fresh perspective.

• Foster a team culture that values personal growth and team collaboration as much as hitting sales targets. Encourage open communication and knowledge sharing among team members by organizing team-building activities and forums for sharing best practices. Recognize and reward both high performance and individual development milestones, highlighting their importance in team meetings.

•  Develop a strong relationship with your sales team to foster a supportive environment where team members feel valued and motivated. Promote open and honest communication to address issues swiftly and align team goals with organizational objectives. Invest in your salespeople’s professional growth to enhance performance, reduce turnover, and ensure long-term career paths within the organization.

Quote of the Show:
“”Your people don't care what you know or how good you are until they know that you care about them.”

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