Our 21st guest is Richard Smith – VP Sales at Refract. 

Owen and Richard discuss coaching, what it is and how do to do it well?. Including: 

- Who is Richard and who Refract are?

- How long does good coaching take? 

- What’s the impact if you don’t prioritise training 

- Why isn’t training prioritised by sales leaders? 

- The downsides of split focus with Hybrid roles in sales

- The mindset of Sales Leaders without patience for coaching  

- The power of communication in coaching 

- Why you should be coaching by asking questions and not by telling 

- The power of recording sales call when coaching 

- Who’s coaching the coaches? 

- How do you invest your time when coaching? 

- Richards top tips for being a great coach