For today’s episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth, methods to create effective demos, and the importance of a positive, fun work environment. Additionally, Mark shares his experiences with executive coaching and highlights how clear communication and ownership can drive success in leadership roles.

Takeaways:

• Prioritize coaching methods that make tasks comfortable early on to prevent resistance to change later.
• Avoid the mindset of "more is better." Instead, focus on improving the quality of your team's efforts (e.g., better calls, better emails). Encourage team members to refine their skills for increased efficiency rather than just increasing quantity.
• Cultivate genuine connections with team members. Understand their personal and professional goals.
• Communicate clear and precise expectations from the start. Ensure team members understand both their baseline responsibilities and the opportunities for additional earnings (e.g., commission-based tasks).
• Create a safe environment for team members to express concerns and seek help without fear of blame or excessive pressure.
• Focus on hiring individuals with desirable traits (e.g., hard work, curiosity) rather than just relevant skills, as traits are often more challenging to develop.
• Maintain a positive and predictable presence as a leader. Consistency can foster trust and stability within the team.

Quote of the Show:

• “I hire for traits, and I'll teach skill. If somebody has the traits I want, I can teach them all the sales skills.” - Mark Kosoglow

Links:

• LinkedIn: https://www.linkedin.com/in/mkosoglow/ 
• Website: https://www.operator.ai/ 
• Mark's 30 Minutes to President's Club: https://open.spotify.com/episode/21jrdDJDjbhHJ7weRMXay1 

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://www.youtube.com/@Coach2Scale 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

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