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Stop Managing and Start Coaching
Episode 10: Stop Managing and Start Coaching with Zach Barney
In today’s episode of The Sales Samurai, we continue to explore the theme of coaching in sales and discuss why it’s time to stop managing and start coaching! We are joined by Zach Barney, Vice President of Sales Enablement at Vehlo, who has extensive knowledge and insight into the intricacies of leading and coaching an exceptional sales team. In his work, Zach handles the onboarding training in tech stack implementation for eleven portfolio companies, which is a considerable responsibility, and also serves as the interim Vice President of Sales for various companies when needed. One of the biggest takeaways from our conversation with Zach is the importance of allocating enough time to coaching within your sales team. He also emphasizes that one size does not fit all and why it’s essential that each employee gets treated as an individual that needs guidance in specific areas. Another key takeaway concerns the importance of training managers and leaders, not just the individuals responsible for earning sales quotas, since they often come from a sales background and need support in learning the skills required for managing a team. Listening in, you’ll hear Zach share his best practices for establishing and maintaining a thriving coaching environment as well as his observations on what he deems to be the biggest challenges to coaching. Later we discuss the role technology and revenue intelligence plays in maximizing efficiency and Zach shares his advice for new sales leaders. For all this and more, join us today as we delve into how to lead and coach an exceptional sales team!
Key Points From This Episode:
Introducing today’s guest Zach Barney.
Hear about Zach’s history in sales at different companies.
Why leaders need to be unselfish with their time.
How Zach was first drawn into the world of entrepreneurship.
Why coaching is such a crucial component in a sales environment.
Some of the biggest misconceptions around the differences between management and sales coaching.
Why not enough time is allocated to coaching in sales departments.
Why the top sales rep won’t necessarily be the best coach.
Zach shares his best practices for establishing and maintaining a thriving coaching environment.
Why leaders in the company must receive coaching.
The benefits of group coaching and incentivizing participation and performance.
Why it’s important to adapt coaching strategies to the individual.
The importance of knowing when to delegate.
How to take ownership of your responsibilities and educate yourself with t
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By Sales SamuraiEpisode 10: Stop Managing and Start Coaching with Zach Barney
In today’s episode of The Sales Samurai, we continue to explore the theme of coaching in sales and discuss why it’s time to stop managing and start coaching! We are joined by Zach Barney, Vice President of Sales Enablement at Vehlo, who has extensive knowledge and insight into the intricacies of leading and coaching an exceptional sales team. In his work, Zach handles the onboarding training in tech stack implementation for eleven portfolio companies, which is a considerable responsibility, and also serves as the interim Vice President of Sales for various companies when needed. One of the biggest takeaways from our conversation with Zach is the importance of allocating enough time to coaching within your sales team. He also emphasizes that one size does not fit all and why it’s essential that each employee gets treated as an individual that needs guidance in specific areas. Another key takeaway concerns the importance of training managers and leaders, not just the individuals responsible for earning sales quotas, since they often come from a sales background and need support in learning the skills required for managing a team. Listening in, you’ll hear Zach share his best practices for establishing and maintaining a thriving coaching environment as well as his observations on what he deems to be the biggest challenges to coaching. Later we discuss the role technology and revenue intelligence plays in maximizing efficiency and Zach shares his advice for new sales leaders. For all this and more, join us today as we delve into how to lead and coach an exceptional sales team!
Key Points From This Episode:
Introducing today’s guest Zach Barney.
Hear about Zach’s history in sales at different companies.
Why leaders need to be unselfish with their time.
How Zach was first drawn into the world of entrepreneurship.
Why coaching is such a crucial component in a sales environment.
Some of the biggest misconceptions around the differences between management and sales coaching.
Why not enough time is allocated to coaching in sales departments.
Why the top sales rep won’t necessarily be the best coach.
Zach shares his best practices for establishing and maintaining a thriving coaching environment.
Why leaders in the company must receive coaching.
The benefits of group coaching and incentivizing participation and performance.
Why it’s important to adapt coaching strategies to the individual.
The importance of knowing when to delegate.
How to take ownership of your responsibilities and educate yourself with t