Episode 9: Sales Coaching Tactics That Drive Sales Success with Andy Paul

Rather than prescribing a set of rules, true sales coaching is more about helping sellers learn how to think for themselves. As a world-renowned sales coach, nobody understands this better than Andy Paul, and we are lucky to have him on the show today as our guest. Andy is the author of two Amazon bestselling books and is also the host of the top-rated sales podcast, Sales Enablement with Andy Paul, which has over 930 episodes and millions of downloads! Andy also on LinkedIn’s list of the top 50 global sales experts where more than 180 000 people follow his daily posts. One of the biggest takeaways from our conversation with Andy today is his unique approach to coaching which rests on the belief that mentorship is about self-development. We dive deeply into the subject of how companies and sales leaders can learn how to apply this. Andy weighs in on how mentors can help sellers become more self-sufficient and find an internal source of motivation to help drive their problem-solving abilities. He also makes recommendations for how budgets can be more effectively spent in a way that prioritizes coaching and how this will result in an uptick in sales. Andy makes several great call-outs today about many different aspects of how sales is taught in organizations, so be sure to tune in for this one.

Key Points From This Episode:

Andy’s background in sales, how he got into sales coaching, and his approach to his podcast.

Personal development and what true sales coaching is all about.

Finding what is most important to your students and clients.

The issue of the rise of prescriptive sales coaching despite the effectiveness of other mentorship approaches.

How sales leaders can get better at mentoring their sales staff.

Using the POPE acronym to prescribe how sales leaders should spend their time.

The need for organizations to be adaptable and how the POPE method can help.

How vital sales managers are to the success of sales staff.

The irony that very few dollars are spent on training sales managers.

Hiring specialists to help train the seller rather than hiring more sellers.

Ideas for how to reallocate sales training budgets to better train sellers.

Andy’s recommendations for the best kinds of software to aid a sales training process.

How sales managers can get better at prioritizing coaching their teams.

The reality that the cost of setting aside time to mentor staff is far smaller than the return.

Getting better at connecting with c