Sales Coach

Do you find challenges with coaching, not sure if you are doing it right or have the right tools in your arsenal?

My guest this week is Crystal Nikosey, Voted "One to Watch" 2023 and is a Self confessed Obsessed Strategic Business Driver in transforming revenue enablement into a revenue-outcome.

Today you'll learn:

• The transformations Sales Coaching can achieve
• Why competency driven sales coaching is important
• Aligning competencies to metrics

As Crystal says: "There’s multiple forms of coaching, but I feel that Sales Coaching is when you have a one-to-one session and you focus on the seller, on their skills, and on their behaviours.

You are driven by actual data. This is not an intuition based one-to-one or deal review, this is a guide taking in their seller and looking at their competencies, skills and behaviours and really building them out for the seller."

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How can we make our involvement in the day to day running of a sales team frictionless?

My guest this week is Nick Salas, Revenue Enablement Leader at SirionLabs.

Today you'll learn:

The key to being a successful  enablement leader

Ways to deal with a disinterest in enablement

How to get a healthy balance between training and coaching

As Nick says: "Having a coachable attitude and personality is crucial for enablement to be successful.

Work with the sales manager and show them how the coaching connects directly to revenue because there is a direct correlation there between upskilling, coaching and bringing in more deals."

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Do you struggle to get buy-in when communicating enablement plans to internal stakeholders ⁉️

My guest this week is Mary Beth Hanifer, Sales Enablement Manager with 15 years of Sales Enablement, Marketing, and Cross-Organizational Support experience.

👉 Today you'll learn:

👂Why you need to listen to your community

👂How to understand who you are serving and identify their needs

👂Learn how you can best manage through roadblocks

💡As Mary says: "I think one of those key things in that first conversation that your going to be having, and then in subsequent conversations as a project team is, we need everybody to understand who you're serving, who's the audience and identify needs.

So if we come at it from that perspective I think that changes the direction of the delivery."

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Why has performance optimisation never been more important?

My guest this week is Kunal Pandya, Senior Director of Global Revenue Enablement at UserZoom

Today you'll learn:

• Why competency-led coaching is key
• How you can optimise performance in your reps
• Ways to avoid lagging performance correlation in your team

As Kunal says: "I believe at least 50% of a sales manager's role is to coach, and coach frequently. But of course, not enough managers do, or worse, believe that they DO coach when in reality they're running transactional deal reviews.

There are risks to not coaching, there's that disconnection between rep and manager which is where frustration stems from, which leads to disengagement and low productivity."

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When your company doesn't see the value of enablement, how can you show its worth and value?

My guest this week is Roderick Jefferson, Bestselling Author, Keynote Speaker and CEO.

Today you'll learn:

How to show what Sales Enablement REALLY does for the business

What Metrics you should use to show your value

How you can unlock Sales Potential

As Roderick says: "Think about an Orchestra, all trying to play the right song, but sometimes they're stepping on top of each other...the same thing happens with companies; we're all trying to do the right thing on behalf of the customer or prospect, but the problem is you don't have the orchestrator.

I believe that Enablement is that, they are that one organisation or individual that steps up taps the stand and all that noise and chaos going on internally becomes a beautiful sheet of music."

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Does your company need or have a curriculum strategy and, if so, how can you develop a great one?

My guest this week is Jessica Shyu, Director of Sales Enablement Curriculum and Strategy at Datadog

Today you'll learn:

Why marketing matters when communicating the strategy

How curriculum and sales strategy are linked

What coaching has to do with being a successful sales manager

As Jessica says: "You have to be ok with your coachee sometimes failing a little bit, or doing it their way, in a way that isn't exactly the way. The difference between coaching vs. telling someone what to do and giving direct feedback is that you're creating space for someone to share their own analysis. It's not just being directive."

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Do you have a standard process for hiring new started? How do identify if you have a successful onboarding process and get buy in if you need to change your process?

My guest this week is Paz Petraglia, Senior Manager of Sales Enablement & Ops at Uber Eats.

Today you'll learn:

✅  How to overcome onboarding challenges

✅  How to get the support of senior decision makers

✅  3 practical steps that can help with the onboarding process

"I feel sometimes, especially in tech companies, we forget that we are all humans we're not machines. I think it's important to have groups of people to try to allow everyone to meet others in the company while they're onboarding, because that's when they really get a full grasp of how we work, and then when they go into their own teams they already know ow our culture is and how other teams work. "

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Are you a startup ready to scale but aren’t sure how to create an effective team? Especially with a small team, you need to create an enablement strategy that ensures everyone can do their roles as efficiently and confidently as possible.

My guest this week is Stephen Myers, Head of Partner Enablement @ Adobe who has been through a startups three times in his career.

Today you'll learn:

✅ Setting expectations

✅ The maturation of the sales team

✅ Essential messaging elements

"In a startup you're just reacting, there’s not a lot of proactive work. Your dealing with whatever the market is going to hand you. You are never going to grow the organisation if you’re dependent on the founders and senior leadership to be on every sales call."

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With so many resources at our fingertips, how can you source the best information to help your customers and reps in their sales journey?

My guest this week is Steffaney Zohrabyan, Sales Enablement Innovation & Insights Leader at Cisco.

Today you'll learn:

Why a service first mentality isn’t helpful for your customers

Why you need a digital adoption platform

Why you need to listen to your reps

"f you're going to have all this data, you really need people who can read it. But with the right people and the right skills on your team, you can start to filter out all the mess and determine what's important."

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As a sales leader are you aware of the three As when it comes to sales enablement?

My guest this week is Laura Valerio, Principal Consultant at Highspot.

Today you'll learn:

• What the 3 As are and why they increase productivity
• What stops sales enablement working well
• How you can use the 3 As to show your value

"In order to be successful in enabling sales the most important thing is to understand the life of a sales person and also to understand your customers. ‘What is it that my customers would benefit from?’ ‘Where is the value that I can deliver?’ And then enabling sales to deliver that value."

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