Sales Coach

Are you harming the development of your reps by being 'helpful'?

My guest this week is Scott Sampson, Head of Sales at Omnipresent.

Today you'll learn:

• Why your reps need to find their lightbulb moment

• What happens when you stop 'helping'

• Methods to give your team the opportunity improve themselves
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"Unless you as the individual feel the process of coming up with and idea, or executing an idea for the first time, your not creating those neural pathways and emotional pathways to really remember it and sink in...I will literally ask people questions until they come to an answer themselves ."

How often do your sales reps do CPD, are they really as up to date as they could be with industry trends in an ever changing sales environment?

My guest this week is Cindy Kim, Global Revenue Enablement Manager at Inspectorio.

Today you'll learn:

How to approach upskilling your team members

How to ensure your team get what they need, when they need it

Ways you can get the best out of your team

"Career pathing and coaching is what keeps people motivated and keeps talent, but that is needed from the ground up in every single role."

Want more episodes like this? Follow me on LinkedIn to stay up to date on new episodes and insights at https://lnkd.in/dvHFdh-Y. 

Do you want to know how to run a deal review and take your reps to new hights?

My guest this week is Mark Kosoglow, Chief Revenue Officer at Catalyst Software.

You'll learn:

• The best way to approach a deal review
• How to get reps to think consistently
• Why outreach is one of your go to tools for enablement

"Deal reviews are so important because it actually helps you pinpoint where the problems are because you're moving the deals through the process."

Want more episodes like this?  Follow me on LinkedIn to stay up to date on new episodes and insights at https://www.linkedin.com/in/markgarretthayes/.

What is revenue enablement and should it be something that you need to coach your reps on?

My guest this week is Stephanie White Senior Director of Revenue Enablement at Loopio.

Stephanie is going to explain what the difference is between revenue enablement and sales enablement and touch on why your sales team is bigger than you think.

"Are you leveraging enablement for onboarding? Are you leveraging enablement for ongoing growth for your team? Are you leveraging enablement for mastery growth and development for your team? My guess on that one is probably not for the majority of listeners.

What I mean by that is, if you have somebody who's at 80% attainment and somebody who's at 60% attainment our natural reaction can be 'deal with the problem'.

You are one person and you cannot be all things to all people, so partnering very strategically with your enablement partner to do a 'divide and conquer' for 'growth of both' is a resource you want to make sure you're leveraging in 2023. Your enablement team is part of your direct sales team, and that can take so many forms." 

Do you have a well rounded Leadership Development Program?

My guest this week is Kieran Smith, Senior Manager of Revenue Enablement Manager at Andela.

Kieran is going to explain why it's sales enablement who should be involved in shaping the LDP.

"I think one the biggest misses most companies make is they just assume their leaders are going to know what is expected of them.

So you're not really getting developed, you're stuck in the middle.

They need to set an expectation around 'what's the day to day', 'what's your percentage time of joining calls', 'how much time do you want to dedicate to coaching'." 

Are your reps as productive as they can be, or do they get distracted by the technology they have to use in their role?

My guest this week is Dr Jeremy Noad, Global Director of Growth Productivity at Linde.

Jeremy is going explain why you should coach around the benefits of focus, to make it as easy for your reps to do their job.

"Technology is something we absolutely need to have. Over time each technology we've bought has been designed to save us time, but as a sales person we have to pursue a lot more opportunities to be successful.

A task may have taken you 15 mins, but in reality it's probably taken you more like 40 mins because we have this thing called attention lag.

If you move around different systems frequently throughout the course of the day, this multi-tasking idea makes you less effective. Therefore you've got to think about what you have to do to with your tech stack and help your people manage this."

How do you provide a better, more thoughtful training and adoption process to your reps?

My guest this week is Annie Johnson, Revenue Enablement Manager at Sayari.

Annie is going explain why it's okay to slow down, or delay a role out, and how this is advantageous to you and your team.

"Maybe there is a change in the business model, and that's big, your people are trying to keep up with their calls and roles in the middle of changes, both big and small.

So, it's very important, even if you have to delay that change a couple days or weeks, to have everything thought through and give your team time to attend the trainings they need.

Slow down, the business will be ok. If your people get flustered then they are not going to feel good, and that is going to translate into your sales and culture."

Where do you coach your team from? Past results, or what's happening in the moment?

My guest this week is Matt Schalsey, Co-founder of The Enablement Squad.

Matt is going to give you reasons why coaching your salespeople from the present is so much more effective than coaching from the past.

"We've all heard the term 'Back in my day', but you're not selling back in the 90s or early 2000, you're selling post COVID in a digital remote world.

I can tell you the way that I sold is hardly relevant to the way I'm selling now.

We need to be present as leaders to jump on and review those calls, score reps, coach them, find ways for them to be able to perfect their craft and live in the future, not in the past anymore."

Do you have a Sales Enablement function? If you do, how can sales leaders get more from the Enablement team?

My guest this week is Ben Purton, Director International Sales Enablement at Ring Central.

Ben is going to give you 3 ways in which you can get more from working with your sales enablement team.

Ben calls Sales Enablement the ‘glue’ of the business.

’We are internal salespeople.  So I try to quantify the RoI of key projects. It’s really about understanding and working with the right stakeholders. Those can be Sales or Solutions Engineers, Channel, Partnerships or marketing.

‘My head of international sales will say that we make them fitter as salespeople.

So wherever they sort of have that where they’re coaches as an organization, so not only are we the strategic right hand, so our sales leader will use us as a sounding board will help us with strategic initiatives.’

What are your standards as a leader and do you set them high enough?

Today’s Tip is from Derek Jankowski, VP of Sales at ServiceCore in the US.

In this episode, you'll learn:

️What keeping your standards high really means

Why you need to set your standards at the recruiting stage

Signs you need to look for in your team

As Derek says - "Your job as a leader is to set the standard for the entire team, and if you're soft on this, and you don't hold high standards, the team will degrade.

You will lose the A players because A players want high standards, and they want to be on a team where everybody works towards those standards."