Coach2Scale: How Modern Leaders Build A Coaching Culture

In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data and scorecards to enhance sales performance. Michelle emphasizes the significance of unlocking potential in team members, leveraging AI for productivity, and fostering a supportive company culture. Aspiring leaders are encouraged to focus on impact, both quantitatively and qualitatively, and Michelle highlights her personal journey influenced by mentorship from family and peers in the industry.Takeaways:Shift from a "sink or swim" mindset to focusing on developing and coaching team members.Use data to diagnose weak areas and provide targeted coaching.Recognize the crucial role of frontline sales managers in a sales organization. Invest in their training, particularly in performance management and proactive performance management skills.Address performance issues without inducing guilt or fear, focusing on improvement and support.Invest in and utilize tools like conversational intelligence (Gong, Chorus) to gather data that can inform coaching and performance improvements.Establish a unified team culture where all members are working towards a common goal.Stay intellectually curious and continue to learn from industry peers, technological advancements, and new methodologies.Quote of the Show:“I'm a goal-setter. At various points in my life, I've had different goals and I write them down and I share them loudly.” - Michelle BenferLinks:LinkedIn: https://www.linkedin.com/in/michellehughesbenfer/ Website: https://www.bill.com/ Careers at BILL: https://www.bill.com/about-us/careers 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.Learn more at coachem.io

In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior change to create real impact, the role of sales managers in enabling teams, and how technology like AI-driven insights can refine sales processes. Takeaways:Prioritize initiatives that lead to observable and measurable behavior changes in sales activities rather than just training or business outcomes.Invest in conversation intelligence tools like Gong or Chorus to automatically surface insights from sales calls and emails. This helps in identifying performance gaps and measuring behavior changes effectively.Develop detailed frameworks to guide sales processes, such as discovery calls, instead of rigid scripts. Frameworks provide a structure while allowing salespeople to customize their approach.Engage sales managers in the coaching process by providing them with dashboards to track specific behaviors and metrics. Use AI tools to gather and summarize account insights, which can help salespeople personalize their outreach and reduce the need for interrogative discovery questions.Continuously reassess and be willing to change your strongly held beliefs about sales processes. Stay informed about evolving buyer behaviors and sales technologies.Train sales teams to effectively communicate the cost of inaction to prospects. This includes painting a vivid picture of the negative outcomes of maintaining the status quo.Quote of the Show:“That's what my approach is: get the little victories, initiative by initiative.” - Jerry PharrLinks:LinkedIn: https://www.linkedin.com/in/jerrypharr/ Website: https://www.varicent.com/ 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.Learn more at coachem.io

Today we have a special episode. Host Matt Benelli discusses the top ten takeaways from the twelve guests featured on Coach2Scale this quarter. Grab a coffee and listen to this episode, which highlights the key advice proven sales leaders have implemented in order to craft better, stronger teams. You don’t want to miss this! Episodes MentionedJustin Michael https://coach2scale.transistor.fm/episodes/combining-science-psychology-and-persistence-justin-michael-coach2scale-episode-048Lisa McLeod https://coach2scale.transistor.fm/episodes/selling-with-noble-purpose-lisa-mcleod-coach2scale-episode-048 Tony Rodoni https://coach2scale.transistor.fm/episodes/leader-playbooks-tony-rodoni-coach2scale-episode-049Bob Bennett https://coach2scale.transistor.fm/episodes/livin-the-dream-bob-bennett-coach2scale-episode-050Charlie Kennedy https://coach2scale.transistor.fm/episodes/transparency-in-action-charlie-kennedy-coach2scale-episode-051Mark Niemiec https://coach2scale.transistor.fm/episodes/if-you-aren-t-falling-down-you-aren-t-trying-mark-niemiec-coach2scale-episode-052Mike Sadler https://coach2scale.transistor.fm/episodes/words-matter-mike-sadler-coach2scale-episode-053Ben Rey https://coach2scale.transistor.fm/episodes/ai-your-replacement-or-your-edge-ben-rey-coach2scale-episode-054Satya Bhandary https://coach2scale.transistor.fm/episodes/coaching-is-a-two-way-street-satya-bhandary-coach2scale-episode-055Baron Baptiste https://coach2scale.transistor.fm/episodes/coaching-commitment-authenticity-baron-baptiste-coach2scale-episode-056Tanya Faddoul https://coach2scale.transistor.fm/episodes/climbing-the-career-jungle-gym-tanya-faddoul-coach2scale-episode-057Mark Kosoglow https://coach2scale.transistor.fm/episodes/the-goldilocks-zone-of-sales-mark-kosoglow-coach2scale-episode-058Ways 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.Learn more at coachem.io

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 KosoglowLinks: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.Learn more at coachem.io

In this episode of Coach2Scale, host Matt Benelli engages with Tanya Fadool, VP of Customer Innovation at DocuSign, to discuss her unique career journey likened to a 'jungle gym'. Tanya shares valuable insights on the significance of diverse teams, imposter syndrome's impact, and innovation's vital role in sales. They also discuss the importance of internal and external networks, effective mentorship, and strategies for leveraging AI in sales. Tanya emphasizes leadership's role in nurturing diverse skills and fostering an environment where everyone can thrive. Takeaways:Understand that career growth doesn't always follow a straight line; it can be more like a jungle gym. Be open to exploring different roles and opportunities within your organization.Build teams with diverse skill sets and backgrounds. This can lead to more innovative solutions, better decision-making, and stronger overall performance.Encourage individual contributors to pitch new ideas and participate in projects or pilot programs. Make innovation a mindset that everyone in the organization can adopt.Develop both internal and external networks. Internal networks can help solve problems faster and foster collaboration, while external networks can provide new opportunities and insights.Establish strong mentor-mentee relationships. Mentors should create a supportive environment and provide consistent feedback. Mentees should take the initiative to stay in touch and follow through on guidance received.Leaders should help team members overcome imposter syndrome by providing encouragement, promoting a growth mindset, and celebrating milestones.Identify and nurture skills and interests among team members, even those they may not be aware of themselves.Quote of the Show:“If you have this network that you can call on, you can bring people to the table. You can bring some diverse perspectives and you can help the client solve a problem” - Tanya FaddoulLinks:LinkedIn: https://www.linkedin.com/in/tanya-faddoul-917b81a/ Website: https://www.docusign.com/ 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.Learn more at coachem.io

In this week’s episode of Coach to Scale, host Matt Benelli interviews Baron Baptiste, Founder of Baptiste Power Vinyasa Yoga and host of the Disrupt the Drift Podcast! Baron shares his journey from growing up with America's yoga pioneers to becoming a peak performance specialist for the Philadelphia Eagles and a successful author. He discusses the importance of authenticity, vulnerability, and commitment in leadership and coaching. Baron also provides insights on why leaders struggle with accountability and the importance of cleaning up messes to move forward! Takeaways:Early Start in Yoga: Baron began his yoga journey at the age of 12, later founding Baptiste Power Vinyasa Yoga, which became a renowned practice.Misconceptions of Coaching: Baron addresses common misunderstandings about coaching, emphasizing that a coach’s commitment must be matched by the individual being coached for success.Importance of Community and Culture: he underscores the value of community and culture, both in yoga and business, for fostering growth and sustainability.Vulnerability and Authenticity in Leadership: Baron discusses the challenges leaders face with accountability, highlighting vulnerability and authenticity as key components of effective leadership.Mentorship from Chip Wilson: He shares lessons from his mentorship under Chip Wilson, the founder of Lululemon, and how it shaped his approach to business and coaching.Coaching with the Philadelphia Eagles: Baron’s experience coaching professional athletes, including with the Philadelphia Eagles, offers insight into the importance of balance, generosity, and relational trust in high-performance environments.Building Relational Coaching Environments: He emphasizes the impact of creating trusted, relational environments where people can grow and develop holistically.Quote of the Show:“There's something important about cleaning up our own messes because it frees us to move forward with confidence and momentum.” - Baron Baptiste Links:LinkedIn: https://www.linkedin.com/in/baronbaptiste/ Website: http://www.baronbaptiste.com Book: https://a.co/d/2c2o3Sb 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.Learn more at coachem.io

In this insightful episode of Coach2Scale, host Matt welcomes Satya Bhanday, SVP and Global Head of Modernization at MLogica. Satya shares his extensive experience in building and leading teams across the globe, including his time at Oracle and NIIT. The conversation delves into the myths of one-way coaching and the importance of a two-way learning process. Satya emphasizes the significance of accountability, trust, and transparency, summarizing his leadership framework as 'AT&T'. He also discusses personal branding, drawing from his experiences with influential leaders and mentors. Takeaways: Embrace Two-Way Learning: Encourage a culture where coaching is seen as a mutual learning experience. Both leaders and team members can benefit from sharing experiences and learning together.Foster Accountability Across All Levels: Cultivate a culture where accountability starts from the top and permeates through every level of the organization. Every team member should take ownership of their roles and contributions.Build and Maintain Trust: Establish a non-threatening environment where team members feel trusted to perform their tasks without micromanagement. Trust should be a foundational element of your leadership approach.Promote Transparency: Be transparent with goals, decisions, and rationales. Ensure your team understands the reasons behind decisions, especially in areas like promotions and recognitions.Personal Branding: Emphasize the importance of personal branding for your team. Encourage them to build a reputation based on their contributions and interactions with others. This helps in their personal growth and the overall brand of the organization.Feedback as a Growth Tool: Foster a culture of regular feedback, both formal and informal. Constructive feedback helps individuals grow, and an environment of trust ensures the feedback is well-received.Be a Model of Continuous Improvement: As a leader, always look for areas of improvement in your practices and encourage the same in your team. This includes being open to feedback and willing to adapt.Quote of the Show:“ We learn from each other. We can share with one another. And by doing that, the team gets better.” - Satya BhandaryLinks:LinkedIn:https://www.linkedin.com/in/satyabhandary/ Website: https://www.mlogica.com/ 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.Learn more at coachem.io

In this episode of Coach2Scale, Matt welcomes Ben Ray, the Chief Revenue Officer at TeikaMetrics. Ben explores and debunks the myth that only one personality type is successful in sales, emphasizing the value of diverse skill sets and approaches. The conversation moves to changes in the sales profession post-pandemic, touching on the hybrid and remote work models, and their implications for team dynamics and client interactions. Ben shares his beliefs on personalized training, leveraging tools like DISC and Real Colors for effective team development. Takeaways: Personalize Your Approach: Leaders should focus on personalization in sales and coaching, going beyond just knowing names to providing relevant content and insights for each individual. It's not about the superficial details but about understanding the unique needs of each person and addressing them effectively.Embrace Diversity in Sales Teams: Recognize that there is no single personality type that is successful in sales. Encourage a variety of personalities and backgrounds within your team to foster different strengths and approaches. This diversity will enhance the overall performance and problem-solving abilities of your team.Adapt and Evolve Post-Pandemic Strategies: Post-pandemic, hybrid working models are here to stay. Leaders should be flexible and consider the unique needs of each role when determining remote versus in-person work. Some tasks are more efficiently completed remotely, while others benefit from in-person collaboration.Leverage AI Tools: Use AI to streamline administrative tasks, enhance research, and improve communication. For example, using tools like ChatGPT to analyze call transcripts and identify potential leads can save time and improve efficiency. Those who adopt AI will have an edge over those who do not.Enhance Accountability: Commit to a high do-to-say ratio—doing what you say you will do, by the time you said you would do it. This builds trust within the team and ensures that everyone is working towards common goals with reliability and consistency.Promote Holistic Development: Encourage your team to balance all aspects of their lives. A team member performing well in personal life will likely perform better in their professional role. Support employees in pursuing therapy, personal development, and wellness programs if necessary.Use Personality Assessments Effectively: Implement tools like Real Colors or DISC to understand your team's diverse personalities. Customize coaching and training methods based on these insights. For example, knowing who excels in specific parts of the sales process allows for targeted improvement and better results.Quote of the Show:“I think multiple types of people can be successful in sales, how they're wired might be different, but that is not a factor that would deter you from being successful.” - Ben ReyLinks:LinkedIn: https://www.linkedin.com/in/bencrey/ Website: http://www.teikametrics.com/ 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.Learn more at coachem.io

In this episode of Coach2Scale, Matt interviews Mike Sadler, the Senior Vice President and General Manager of the Americas at SimilarWeb. They discuss common myths in sales leadership, such as the misconception that cold calling is dead and the importance of having a system and process in place. Mike emphasizes the significance of direct communication, gaining buy-in from the team, and spending time with high-potential team members. He also shares his experiences with mentorship, the impact of coaching, and lessons learned from both successful and challenging situations. Takeaways: Communication is Key: Ensure constant and clear communication with your team, as a lack of communication often leads to misunderstandings and assumptions of the worst.Personalized Coaching: Spend time with your team members, breaking down their performance step-by-step, and provide tailored coaching to help them improve their skills.Focus on Buy-in: Achieving team buy-in is crucial for the success of any project. Ensure that all team members understand and are aligned with the direction and goals of the team.Adapt and Implement Systems: Leaders and managers should have a system or process in place that can be tailored and personalized by team members to suit their strengths and styles.Direct Approach: When facing issues like lack of motivation or performance, address the situation directly and honestly. This can help uncover the root causes and foster trust.Mentor and Learn:*Having a mentor and observing both good and bad practices from other leaders is invaluable. It provides guidance and helps in refining your leadership approach.Celebrate Wins, Own Failures: Always celebrate the achievements of the team and take responsibility for failures. This builds trust and morale within the team.Quote of the Show:“The best salespeople I know, the best sales professionals I work with, they have a system, a process in place because it's a control, it's a baseline. It's something that you can measure from and figure out how to get better.” - Mike SadlerLinks:LinkedIn: https://www.linkedin.com/in/michaelwsadler/ Website: https://www.similarweb.com/corp/contact-us/?utm_medium=social&utm_source=li Link to Ted Lasso video: https://www.youtube.com/watch?v=3S16b-x5mRA Link to Pavillion https://www.joinpavilion.com/ Pavilion is fueled by an international community of sales, marketing, success, and RevOps leaders from the world's fastest growing companies. 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.Learn more at coachem.io

In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's hierarchy of needs in the sales process. Leaders will find valuable advice on coaching their teams effectively, managing expectations, and fostering an environment of continuous learning and empathy. Mark's journey, underpinned by the guidance of his lifelong mentor, offers a compelling case for the power of deep listening and thoughtful questioning. Tune in to learn how to inspire your team, navigate complex sales landscapes, and build lasting customer relationships. Takeaways: Help Your Team Solve Problems: As Mark Nemec highlights, the role of a salesperson isn’t just selling; it’s about solving customer problems. Encourage your team to understand and focus on their customers’ needs and the problems they need to solve.Focus on Listening: Deeply listening to customers can provide valuable insights and help salespeople connect better with clients. Training your team to actively listen can lead to better problem-solving and stronger relationships.Use a Structured Approach: Implement structured workflows and methodologies like MEDDIC or MEDDPICC to ensure your sales process is thorough and effective. Consistency in following a structured sales process can yield better results.Maintain Continuous Training: Continuous improvement is key. Encourage your team to keep refining their skills through continuous training, even on basics like product understanding and listening skills, to stay sharp and effective.Empathy and Connection: Build deep connections with your team through regular, even if informal, one-on-ones. Personal engagement helps in understanding their challenges and providing the support they need.Hire and Develop from Within: Whenever possible, promote from within to leverage existing knowledge and company culture. Seeing potential in your current employees and nurturing them can lead to a more cohesive and motivated team.Pipeline is Crucial: Never get complacent with your sales pipeline. Always ensure you have a healthy pipeline to cushion against unexpected changes in customer needs or market conditions. When you're winning, keep going.Quote of the Show:“Great salespeople are problem solvers first and foremost; they're professionals who care deeply about creating long-lasting, enduring relationships.” - Mark NiemiecLinks:LinkedIn: https://www.linkedin.com/in/mniemiec/ Website: https://salesloft.com/ 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.Learn more at coachem.io

In this episode, host Matt sit down with Charlie Kennedy, a renowned sales leader from the UK, to discuss his transparent and authentic approach to leadership. Charlie shares his insights on the three essential elements for thriving in a decentralized command structure: resourcefulness, resilience, and empowerment. He debunks the myth of the lone wolf salesperson, emphasizing that sales is a collaborative team effort. Charlie also dives into the challenges and opportunities of leading and selling in a post-COVID world, the importance of honest and transparent leadership, and the effectiveness of empowering team members. Takeaways: ~Foster Resourcefulness: Encourage your team to be naturally curious and to do their homework. This means empowering them to understand the market, the customers, and the pain points before even the first call. Credibility is built through knowledge and preparation.~Build Resilience: Teach your team to handle rejection and adversity without taking it personally. Use rejection as a learning opportunity. Discuss failures openly in team meetings to normalize them and extract valuable lessons from them.~Empower Your Team: Decentralize command by entrusting your team members to make decisions. Encourage them to come up with not just one, but multiple solutions to problems. This not only builds their confidence but also accelerates problem-solving within the organization.~Transparent Leadership: Be open and honest about expectations, mandates, and missions. Employees are more likely to follow a leader who is authentic and straightforward. Build currency through honesty and integrity.~Leverage Technology Thoughtfully: Structure your and your team's day in a meaningful way, using tools like Slack and Zoom wisely. Limit the 'tyranny of Zoom' by encouraging quick huddles and conversations that don’t necessarily need to be 30-minute meetings.~Promote Work-Life Balance: Ensure that your team has a healthy balance between work and personal life. This can improve overall job satisfaction and productivity. Encourage activities outside of work that help individuals recharge.~Cultivate a Learning Culture: Create an environment where both successes and failures are discussed openly. Celebrate wins, but also analyze losses to understand what went wrong. This way, everyone in your team learns and grows collectively.Quote of the Show:“you learn more from your failures than you do from your successes.” - Charlie KennedyLinks:LinkedIn: https://www.linkedin.com/in/charlie-kennedy-66b93259/ 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.Learn more at coachem.io

In this episode, Bob Bennett, a seasoned entrepreneur, Founder and former CEO of Microfridge, Invoice Cloud, and EngageSmart, delves into the crucial role of luck in success and life. He shares insights on dispelling the myth that only extroverted individuals can excel in sales, emphasizing the power of building rapport. Bob articulates strategies for effective sales management, including the importance of embracing awkwardness and fostering trust. He discusses his leadership philosophy centered around an inverted pyramid, where leaders work for their team. Lastly, Bob provides actionable advice for new sales leaders, highlighting the significance of being a 'player-coach' and the importance of compounding experiences. Takeaways: Luck and Adversity as Motivators: Embrace the role of luck and adversity in shaping one’s career. Leaders should recognize that seemingly negative experiences can fuel motivation and resilience, driving individuals toward success.The Myth of Extroversion in Sales Success: Understand that successful salespeople do not necessarily fit the extroverted, gregarious stereotype. Introverts can excel in sales by leveraging their strengths, such as listening and focus, which often lead to high performance.Building Genuine Rapport: Encourage your team to build genuine rapport with clients. Invest time in understanding prospects on a personal level, as trust is a cornerstone of successful sales. Teach your team to get 'awkward' early to break down barriers and build authentic connections.4Compound Experience for Success: Promote the importance of putting in extra effort consistently. Small incremental efforts compound over time, resulting in significant experience and expertise, much like compound interest. Encourage your team to go the extra mile consistently.Servant Leadership: Adopt an inverted pyramid approach where leaders see themselves as working for their team. Focus on removing barriers for your team members, providing them with the support they need to succeed, and fostering a culture of mutual respect and collaboration.Embrace and Manage Awkwardness: Teach your team to embrace awkwardness in initial interactions. Use it as an opportunity to develop a bond and establish a peer-to-peer relationship with prospects, which is instrumental in building trust and credibility.Peer Learning and Knowledge Sharing: Foster a culture of knowledge sharing where top performers share their successful strategies with others. This not only helps in leveling up the entire team but also reinforces and rewards collaborative behavior, leading to collective success.Quote of the Show:“dealing with people and helping them grow as individuals is one of the most rewarding things you can do.” - Bob BennettLinks:LinkedIn: https://www.linkedin.com/in/bob-bennett-488b888/ Website: https://www.engagesmart.com/ 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.Learn more at coachem.io

In this insightful episode, Matt sits down with Tony Rodoni, a revered sales leader and operating partner at Bessemer Venture Partners, to discuss the nuances of successful sales leadership. Tony shares his thoughts on the importance of empowering teams, documenting guiding principles, and the pitfalls of micromanagement. They explore myths in sales coaching, the dynamics of talent magnets and coaching trees, essential leadership lessons, and the evolving role of AI in sales. Tony also delves into situational leadership, the significance of having a system or playbook, and how embracing new tools can be a game-changer for sales professionals. Takeaways: ~ Empower Your People: Tony Rodoni emphasizes the importance of empowering your team. Allow them to take ownership of their deals and decisions. This fosters a sense of responsibility and confidence among team members.~ Write Down Your Process: Document your guiding principles, playbooks, and strategies. Writing things down not only clarifies your thoughts but also serves as a valuable reference for others. It distinguishes leaders who think they know their process from those who have a structured approach.~ Know When to Be Directive and When to Coach: Situational leadership is key. For junior members who lack experience, be more directive. For seasoned professionals, adopt the Socratic method of asking questions to guide them to their own solutions.~ Always Be Recruiting: Even if your team is full, continue networking and recruiting talent. Team dynamics and needs can change quickly due to promotions or attritions. Maintaining a pipeline of potential talent ensures you're never caught off guard.~ Align on Decisions and Commit: When a decision is made, commit fully to it—even if you initially disagreed. Ensuring that your team works cohesively towards the same goal is essential for effective execution and achieving success.~ Focus on Inputs, Not Just Outcomes: It's easy to get fixated on meeting targets and quotas, but the real focus should be on the daily inputs and processes that lead to those outcomes. Maintaining a consistent and efficient process will drive long-term success.~ Value and Develop Relationships: Building relationships is crucial for any leader. Whether it's within your team or with clients, strong relationships pave the way for effective communication, trust, and collaboration.Quote of the Show:“You must understand your values because it helps you align better with your company's values.” - Tony RodoniLinks:LinkedIn: https://www.linkedin.com/in/tonyrodoni/ Website: https://www.bvp.com/ Book Link: The Sales Leader They Need: Five Critical Skills to Unlock Your Team's Potential: Priemer, David, Rodoni, Tony: 9781774584910: Amazon.com: BooksWays 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.Learn more at coachem.io

In this episode of 'Coach2Scale, host Matt interviews Lisa McLeod, an acclaimed author and founder of McLeod & More Inc. Known for her work on integrating purpose into sales strategies. Lisa discusses the myth that top salespeople are solely motivated by money. She emphasizes that high performers are driven by a desire to improve the lives of their customers. The conversation delves into distinguishing between reactive and assertive sales approaches, the concept of 'noble purpose,' and how organizations can align their goals with customer impact to drive better results. Takeaways: Understand the Core Purpose: Define your company's noble purpose by answering three key questions: How do you make a difference? How do you do it differently? And on your best day, what do you love about your job? This can help you articulate the impact your business has on your customers, motivating your teams and aligning their efforts with a clear, meaningful goal.Prioritize Customer Impact Over Numbers: Recognize that financial metrics are lagging indicators of success. Instead of focusing solely on closing deals and hitting targets, encourage your team to continuously ask, "How will this customer be different as a result of doing business with us?" This mindset fosters deeper customer relationships and leads to sustainable growth.Share Customer Success Stories: Regularly share stories within your organization about how your products or services have positively impacted your customers. This not only boosts team morale but also reinforces the noble purpose behind your work. These stories can serve as powerful tools in sales pitches and align your team’s efforts.Engage the Movable Middle: Focus on the middle tier of performers in your organization. These individuals have the potential to drive massive changes in performance. By investing in coaching and development for this group, you can elevate overall team success, rather than just rewarding the top performers.Ask the Game-Changing Question: During every sales interaction or strategic planning session, ask yourself and your team, "How will this customer be different as a result of doing business with us?" This question ensures that your efforts are always customer-centric and aligned with delivering real value.Create a Motivating Hiring Narrative: When bringing new hires on board, don't just talk about job roles and financial compensation. Share the noble purpose of your organization and illustrate how new employees will contribute to making a difference. This attracts individuals who are motivated by meaning and purpose, not just money.Lead with Stories and Metrics: Balance your focus on metrics with compelling stories that illustrate your company’s impact. This combined approach ensures that your team understands the importance of both financial performance and customer satisfaction. Use concrete examples to inspire and motivate your team consistently.Quote of the Show:“I want everyone to be able to show up knowing my company's work makes a difference and I make a difference.” Links:LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Website: http://www.mcleodandmore.com/ 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.Learn more at coachem.io

In this compelling episode of Coach2Scale, Justin Michael discusses the key principles and methodologies that have driven his success in the sales world. He dives into topics like the amygdala's role, heuristics, and the law of attraction in sales. Justin also shares his views on common myths in the sales profession, the significance of leaving voicemails, and how personalized coaching can elevate sales teams. Additionally, Justin explores unconventional methods like the impact of music and sleep on sales performance, advocating for a holistic approach. With practical advice and real-life anecdotes, this episode is a treasure trove of insights for sales leaders and professionals looking to up their game. Takeaways: ~Inspect what you expect: Regularly review and provide feedback on your team's communications, voicemails, and emails. Ensuring consistency and quality at the top of the funnel can greatly enhance overall performance.~Model persistence: Teach your team the importance of persistence in sales. Encourage them to follow up multiple times with prospects, as most successful deals require several touchpoints.~Embrace personalized coaching: Tailor your coaching sessions to fit the unique strengths and areas for improvement of individual team members. This personalized approach can significantly enhance their performance.~Foster a positive mindset: Create a culture where positive thinking and visualizing success are encouraged. This attitude can transform how your team approaches challenges and setbacks.~Teach the art of meaningful touches: Ensure that your team's follow-ups provide value and are educational. Thoughtful touches that add value are more likely to engage prospects.~Promote authenticity: Encourage your team to blend their unique personality with proven sales methodologies. Authenticity in sales builds trust and long-term relationships with clients.`Invest in continuous improvement: Regular training, practice, and reinforcement of skills are critical. Emphasize the importance of being well-read and continuously improving oneself in the sales profession.Quote of the Show:“our thoughts become things and our mentality influences the world.”Links:LinkedIn: https://www.linkedin.com/in/michaeljustin/ Website: https://hardskill.exchange/ Book Link: https://www.amazon.com/dp/B0CMWSC66N?binding=kindle_edition&ref=dbs_dp_awt_sb_pc_tkin 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.Learn more at coachem.io

In this episode of 'Coach2Scale,' host Matt Benelli is joined by Colum Lundt, co-founder and CEO of CoachEm. They delve into the significant gap in sales coaching and how CoachEm seeks to bridge this divide. Colum explains the critical difference between coaching and managing, emphasizing the importance of focusing on behaviors rather than just outcomes. The discussion also highlights the application of causal AI in improving quota attainment for CoachEm's clients. Takeaways: ~ Invest in Manager Training: Ensure managers are trained to pull through training to ensure it's applied and that employees are learning from each other. Consider the significant impact of managers on employee performance and the need for intentional management, especially in remote work environments.~ Focus on One-on-One Meetings: Treat one-on-one meetings with team members as sacred. These meetings are crucial for building relationships, providing specific feedback, and addressing both effort and effectiveness. Don't blow off these meetings; treat them with the same importance as meetings with key prospects or clients.~ Prioritize Coaching over Managing: Understand the difference between managing (supervising effort) and coaching (enhancing effectiveness). Managers should focus on pinpointing where employees struggle and helping them develop the skills needed to overcome these challenges.~ Leverage Data for Coaching: Use data to determine exactly where employees are struggling and why. Combining structured coaching with specific feedback based on data-driven insights can significantly improve team performance.~ Build a Recruiting Pipeline: Treat the hiring process like closing a million-dollar deal. Always build a pipeline of candidates, even when not actively hiring, to ensure you can quickly find the right talent when needed. Active listening and great questioning are key in the hiring process.Set and Maintain Cultural Values: Emphasize and model company cultural values in your leadership practices. Highlight and reward behaviors that align with these values to reinforce them across the organization.~ Utilize AI as a Support Tool: Use AI and machine learning to assist managers by providing data-driven insights and recommendations. AI can help managers focus on key issues and spend their time more effectively, allowing for more precise and impactful coaching.Quote of the Show:“if you really want to instill the right culture, you would treat that one on one as sacred”Links:LinkedIn: https://www.linkedin.com/in/colum1/ Website: https://coachem.io/ 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

In this episode of Coach2Scale host Matt welcomes Alix Douglas, Group Vice President, Partner Solutions at ServiceNow. Alex shares her extensive leadership experience from tenures at Microsoft, Oracle, and Salesforce. Debunking the myth of fear-based leadership, Alex discusses why long-term performance requires inspiration and purpose rather than fear and pressure. Highlighting the psychological and physical effects of fear-driven environments, she emphasizes the importance of leading with conviction, mission, and accountability. Alex also explores the unique challenges in tech sales, the critical role of vulnerability, and how to maintain psychological safety among teams during uncertain times. Takeaways: ~ Lead with Inspiration, Not Fear: Great leadership isn't about instilling fear but inspiring your team. Understanding and mitigating the effects of fear can help you build a more productive and resilient team.~ Promote Psychological Safety: Create an environment where your team feels safe to express themselves and take risks without fear of retribution. This leads to greater innovation and more honest communication.~ Be Vulnerable and Authentic: Showing your own vulnerability helps build trust and encourages your team to be more open about their challenges. Admitting mistakes openly and demonstrating how to address them can inspire similar behavior in your team.~ Understand and Support Individual Motivations**: Know what inspires each team member and what their fears are. This personal connection allows you to better support and motivate them effectively.~ Provide Clear Direction During Uncertainty: During volatile times, keep your team grounded by focusing on the fundamentals and maintaining transparency about what you know and don't know. Provide daily touchpoints to address concerns and keep everyone aligned.~ Model Desired Behaviors: Whether it’s being transparent about your values or demonstrating how to balance work and life, modeling the behavior you wish to see in your team is crucial for setting the standard.~ Champion Diversity: Promote inclusive practices like supporting women returning from maternity leave with leadership opportunities. This demonstrates your commitment to diversity and inclusion, boosting morale and setting your organization apart as a rewarding place to work.Quote of the Show:“Leadership has to come from a place of nurturing and care, to ultimately guide a team towards its full potential.”Links:LinkedIn: https://www.linkedin.com/in/alix-douglas-9221155/ Website: https://www.servicenow.com/ 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.Learn more at coachem.io

Host Matt Benelli and guest Mandy McEwen, a renowned expert in social selling and LinkedIn strategies, discuss the importance of building coaching cultures within organizations. Mandy shares her journey from digital marketing to becoming a thought leader in social selling, debunking common myths, and emphasizing the importance of consistency over quantity in content posting. She also offers actionable tips for optimizing LinkedIn profiles, engaging with prospects meaningfully, and leveraging video content. Takeaways: 1. Prioritize Personal Branding: Help your team understand and build their brand on LinkedIn. This includes optimizing their profiles to focus on how they can help prospects, rather than just listing their job titles and achievements.2. Consistent Posting: Encourage your team to post consistently on LinkedIn, but clarify that posting doesn't have to be daily. Twice a week is a good starting point, and the focus should be on quality and providing value.3. Leverage Existing Content: Train your team to utilize existing company content, customer success stories, and even industry-related posts. This can help in staying active without the stress of creating content from scratch.4. Humanize Engagement: Your team should focus on building relationships by engaging genuinely on LinkedIn. This includes personalized connection requests and thoughtful comments on prospects' posts as part of Mandy’s 'Friendly Leader' method.5. Real and Authentic Videos: Encourage your team to use video content to connect with prospects. Authenticity works better than perfection, so don’t overthink—simple and real videos can be more impactful.6. Avoid Spammy InMails: Discourage the use of impersonal InMail messages. Instead, advise sending personalized connection requests that mention something specific about the prospect to increase acceptance rates.7. Provide Valuable Resources: Make sure your team profiles include valuable resources like case studies, videos, and use cases. This helps prospects find everything they need to make quick, informed decisions about your value proposition.Quote of the Show:“” People want to be heard and they want to know that your solution is safe.”Links:LinkedIn: https://www.linkedin.com/in/mandymcewen/ Website: https://www.luminetics.io/ | https://www.modgirlmarketing.com/ LinkedIn Profile Optimization Checklist https://docs.google.com/document/d/1Wizle-fQknBfnuxW5sFeOYDKjncYHsR3d9gHJcbZ3dU/edit?pli=1#heading=h.t6vztsdctiw5 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.Learn more at coachem.io

In this engaging episode, Matt sits down with Rob Merklinger, an experienced leader with a rich background from companies like Oracle and Barracuda. The conversation delves into the significance of listening and curiosity in leadership and sales. Rob shares valuable insights on hiring talent from non-traditional backgrounds and discusses the impact of organizations like the MOM Project. He emphasizes the importance of staying humble, asking for help, and continuous improvement—getting 1% better every day. They also explore the role of intent data and the evolving tech landscape in sales, while underscoring the need for data-driven decision-making. Rob’s advice for leaders includes listening intently, preparing for one-on-ones, and fostering a culture of honesty and candor. The conversation is a treasure trove of actionable takeaways for aspiring and established leaders alike. Takeaways: 1. Prioritize Listening: Leaders should practice active listening not only during team meetings but also in personal interactions. This creates trust and shows your team that you value their input, leading to more collaborative and effective work environments.2. Embrace Simplicity: Keep solutions simple and straightforward. Often, the best strategies are the simplest to understand and implement, making it easier for your team to follow.3. Diversify Your Talent Pool: Look beyond traditional hiring sources. For example, organizations like the MOM Project can help you find valuable, often overlooked talent with diverse backgrounds, enriching your team with different perspectives and experiences.4. Intentional Preparation: Spend time thoroughly preparing for one-on-one meetings. Prepare a mutual agenda and make sure both parties have room to express their goals and concerns. This ensures productive and meaningful interactions.5. Continuous Improvement:Strive for constant improvement, both personally and as a team. Aim to get 1% better each day, leading to significant progress over time. Foster a culture where everyone is constantly learning and growing.6. Leverage Feedback: Regularly seek and act on feedback from peers, superiors, and team members. Use this input to continuously fine-tune your approach, demonstrating a commitment to growth and adaptability.7. Understand Financials: Build a strong understanding of the financial aspects of your business. Knowing key financial metrics and what drives them allows you to make informed decisions and have meaningful conversations with stakeholders.Quote of the Show:“” - When we're actively applying both our curiosity and listening skills, we're showing those around us that we care about them and that we value them.”Links:LinkedIn:https://www.linkedin.com/in/robmerklinger/ 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.Learn more at coachem.io

In another amazing episode of 'Coach2Scale', host Matt welcomes David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling. David, who has also written two insightful books on sales and sales leadership, shares his insights on the importance of curiosity and empathy in the realm of sales. The discussion explores common myths in sales leadership, the pitfalls of directive leadership styles, the profound power of building trust and relationships within teams, and actionable frameworks for effective coaching. They delve into the five key skills outlined in David’s latest book, 'The Sales Leader They Need': promoting transparency, protecting and advocating, driving accountability, coaching, and getting and giving feedback. Takeaways: Always explain the "why" behind any changes or decisions to help your team understand and commit to new behaviors. Transparency builds trust and commitment. Stand up for your team and ensure they have the necessary resources to succeed. Be their advocate within the organization to foster a supportive environment.Establish clear expectations and hold team members accountable for their responsibilities. Regularly review progress and provide constructive feedback to keep everyone on track. Dedicate time to coaching your team effectively. Use both top-down (diagnostic) and bottom-up (discovery) approaches to understand and address individual team member needs and challenges. Make it a priority to seek feedback from your team first. Use this feedback to improve your own leadership practices, and then provide them with constructive feedback to help them grow. Invest time in building strong, trusting relationships with your team. Understand their personal and professional challenges and be empathetic to their situations.Develop a robust framework for leadership and coaching skills, such as promoting transparency, protecting your team, driving accountability, and providing feedback. Implement these systematically to create consistent and effective leadership practices.Quote of the Show:“”Curiosity and questions will get you further than confidence and answers.”Links:LinkedIn: David Priemer | LinkedIn Website: Cerebral Selling - Modern Sales Training Based on Science and EmpathyBook Link: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203 https://www.amazon.com/Sales-Leader-They-Need-Potential/dp/1774584913 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.Learn more at coachem.io

In this episode, Matt explores the dynamics of building and leading a successful sales team by drawing insights from the Boston Celtics' consistent performance. He discusses key challenges such as balancing performance metrics with personal and professional development and offers three actionable strategies for managers to achieve this balance: integrating development goals into key interactions, providing ongoing training and mentorship, and creating a supportive and collaborative environment. He also emphasizes the importance of strong relationships between managers and salespeople and how these can enhance performance, communication, and retention. Takeaways:Incorporate personal and professional development goals alongside performance metrics during key interactions such as one-on-ones, QBRs, and performance reviews. Ensure salespeople are evaluated not just on sales numbers but also on their progress in skill development, career growth, and personal objectives. Provide regular feedback and resources to help achieve these development goals. Offer continuous training focused on improving sales techniques and broader professional skills such as leadership, communication, persuasive writing, and strategic thinking. Establish mentorship opportunities, pairing less experienced salespeople with seasoned mentors for guidance, support, and practical advice. Consider having mentors outside the direct team to provide a fresh perspective.Foster a team culture that values personal growth and team collaboration as much as hitting sales targets. Encourage open communication and knowledge sharing among team members by organizing team-building activities and forums for sharing best practices. Recognize and reward both high performance and individual development milestones, highlighting their importance in team meetings. Develop a strong relationship with your sales team to foster a supportive environment where team members feel valued and motivated. Promote open and honest communication to address issues swiftly and align team goals with organizational objectives. Invest in your salespeople’s professional growth to enhance performance, reduce turnover, and ensure long-term career paths within the organization.Quote of the Show:“”Your people don't care what you know or how good you are until they know that you care about them.”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.Learn more at coachem.io

Today's guest leads the customer success, sales and business development strategy for customers across North America. He is the Vice President of Enterprise at JFrog. Please welcome Brendan Caleca. In this insightful podcast episode, the host Matt sits down with Brendan. He elaborates on the necessity of genuine curiosity and building solid relationships for successful sales. The discussion dives deeply into effective discovery processes, uncovering mutual activity plans, and why skipping steps can cost you valuable opportunities. Brendan also shares his hiring philosophy, focusing on integrity and internal drive, and recalls the coaches and experiences that shaped his career. Takeaways: Dive deep into understanding your customer's needs, challenges, and opportunities. There is an importance of asking open-ended questions and being an active listener. Leaders should cultivate curiosity and genuinely seek to understand the perspectives and needs of their teams and customers. Leaders should focus on smart, strategic planning to drive better outcomes rather than just pushing for longer hours of work.The evolving AI landscape underscores the need for leaders to stay informed about new technologies. Use AI and other tech advancements to predict customer needs more accurately and streamline operations for your teams.It's crucial to continually reassess and refine your understanding of your ideal customer profile. Leaders should apply this mindset internally as well, constantly seeking to understand their teams' evolving needs and how to best support their success.Ensure that the value you believe you're delivering aligns with their perceptions. Continuous dialogue and feedback loops can help ensure alignment.Leaders can learn that simplifying strategic focuses into manageable parts leads to more significant achievements. This approach enables leaders to guide their teams more effectively through complex situations.Leaders should cultivate a culture where setbacks are seen as opportunities for growth. Encourage your team to adopt a mindset where every outcome is a chance to learn and improve.Quote of the Show:“” - The harder you work, the luckier you get. However, the more effort you put in typically yields, key differentiator results.Links:LinkedIn: (14) Brendan Caleca | LinkedIn Website:Platform - Schedule a Demo | JFrogWays 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://youtu.be/Duaur9bJzME 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.Learn more at coachem.io

On this week’s episode of Coach2Scale, Host Matt Benelli sat down with senior leader Ollie Quittek, CRO and Founding Member at Viio.io. Ollie emphasizes how the notion of "impossible" is more of a mental barrier than an actual limit. He discusses his personal and professional growth, highlighting the importance of internalizing a mindset where challenges are viewed as opportunities. Matt and Ollie delve into the world of sales, discussing common myths and the realities of achieving goals against perceived limitations. They explore the concept of potential and the power of a united team's belief in overcoming obstacles. Ollie shares anecdotes from his experiences at Brandwatch and Falcon, illustrating how a culture centered around challenging the impossible can lead to extraordinary results. Takeaways:Mindset and vulnerability are critical elements in leadership for creating a team that believes in its collective potential. Leaders can foster an environment where team members feel safe to share their thoughts, enhancing team coherence and performance.Ollie's move to Viio represents a decision to lead a startup in the burgeoning field of SaaS management and procurement. For leaders considering a similar journey, choose opportunities with significant growth potential that align with your passion and skill set.Ollie’s leadership philosophy extends beyond achieving sales targets and numbers. It encompasses the development of a positive, affirming culture where team members are motivated to exceed expectations because they believe in the mission and feel valued. Leaders must remain open to learning and personal development, seeking opportunities for growth through coaching and mentorship. By continuously evolving, they can better guide their teams toward success.Innovation is good, but too much can be harmful. People often need repetition to truly understand and act on information, rather than overwhelming them with excess knowledge. Creating an inclusive environment where individuals feel a sense of belonging, where their humanity is acknowledged beyond their professional roles, and fostering a culture that embraces failure as a part of growth is essential. Quote of the Show:“There is always something else you can get done on top of what you think you can do.” - Ollie QuittekLinks:LinkedIn: https://www.linkedin.com/in/oliver-quittek-6b31677/ Website: http://www.viio.io 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.Learn more at coachem.io

Today’s guest is a sales leader with an incredible track record with high-growth SaaS companies including Splunk, Databricks, Datadog, and many more. Doug May is the Senior Vice President of Productivity at Harness. Doug joins Host Matt Benelli to share why the best sellers quarterback their team to win deals, how to plan your career at every stage, and where to look for your personal and professional development.Takeaways:Solo achievement in sales is a fallacy. By leveraging team capabilities and resources for overarching victories, great sellers close larger deals at a more rapid pace than if they tried to do everything themselves.​​Strive to create an environment where asking for help and collaboration is normal and rewarded, dismantling the myth that individual effort alone leads to extra rewards.Coachability is the most pivotal trait to look for when hiring sales professionals. Seek out and nurture this quality. Look for examples of coachability from candidates that transcend industries and can significantly boost performance.Continuous learning and personal growth are cornerstones for sustaining success in the evolving tech landscape. Sales leaders should encourage and advocate for their team's development. Sellers should also look for ways to improve themselves independently.Timely, constructive feedback is a growth catalyst. Effective feedback, rooted in genuine care and specific examples, is potent in accelerating growth and improvement.Foster a culture of recognition. Recognizing and appreciating the entire team's contribution to success is a crucial leadership behavior to inspire loyalty and foster an environment of mutual respect and achievement.Encouraging self-assessment and openness to feedback among team members can cultivate a culture of continuous improvement and adaptability.Quote of the Show:“You don't get paid extra to do it all by yourself” - Doug MayLinks:LinkedIn: https://www.linkedin.com/in/dougmay/ Website: https://www.harness.io/ Shoutouts: Gary Harris: https://www.linkedin.com/in/databricksgary/ Tom Pisello: https://www.linkedin.com/in/tompisello/ Value Coffee Talk: https://geniusdrive.com/podcasts/ Sean Walters: https://www.linkedin.com/in/sean-walters-6825154/ Carlos Delatorre: https://www.linkedin.com/in/cadelatorre/ Chris Reisig: https://www.linkedin.com/in/chrisreisig/ Bart Fanelli: https://www.linkedin.com/in/bartfanelli/ Bill Carroll: https://www.linkedin.com/in/ceocoachbillc/ 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.Learn more at coachem.io

Today’s guest has had an incredible journey over his career, going from playing college hockey to becoming the CRO of Pillir. JR Butler is the CEO and founder of Shift Group, which helps transition elite athletes and veterans to become dialed in as sales professionals. JR joins Host Matt Benelli for a deep dive into the continuous nature of training and development, why leaders need to really understand what motivates their team members, and the importance of authenticity in leadership.Takeaways:Far from being a one-time event, training and development in sales must be continuous in order to build a culture of ongoing learning and growth to stay competitive.Mindset is foundational for training and coaching, linking success directly to an individual's ability to adapt, learn, and be resilient. Leaders are encouraged to cultivate a growth mindset within their teams, focusing on imagination, determination, and self-confidence.Good leaders get to know their people deeply – their backgrounds, aspirations, and motivations. This understanding allows for tailored guidance and support that is most conducive to an individual's professional growth and success.Embrace authentic leadership. Authenticity in curiosity, empathy, and compassion are critical for effective leadership. Being genuinely interested in and caring for your team members can significantly impact their engagement and performance.Remote work can be a double-edged sword for both leaders and employees. While remote work has become more prevalent, early career individuals particularly benefit from in-person experiences and mentoring.For early career hires, resiliency, competitiveness, and coachability are key attributes to look for. These qualities often signify a candidate's potential for success and adaptability in sales roles.Leaders should embody the behaviors and practices they wish to see in their teams. This includes being present, both physically and in their commitment to the team's development and success.Quote of the Show:“Pressure is a Privilege” - JR ButlerLinks:LinkedIn: https://www.linkedin.com/in/jrbutler/ Shift Group Website: https://www.shiftgroup.io/ Shoutouts:Jamie SheperdJim McInernyMark ThurmanWays 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 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.Learn more at coachem.io

Today’s guest is a longtime sales leader who actually began his career journey as a teacher. Bill Ripol is the President and GM of TriMech. Bill joins Host Matt Benelli to dive into the right numbers to think about day-to-day, how to hire resilient sales reps, and why leading by example remains crucial to building successful teams. Takeaways:True leadership is demonstrated through actions rather than words. Creating a culture of self-leadership within your team is crucial.Be open to learning and evolving through aha moments, recognizing the importance of mental preparation and risk-taking in sales.Develop a process-oriented approach. Emphasizing processes over products helps in adapting selling techniques across different divisions, fostering adaptability and a focus on strategy.Distinguish between training (preparing for performance) and coaching (tweaking and improving performance), and understand where they intersect.Encourage your team to practice visualization to prepare mentally for various sales scenarios, improving confidence and performance.Seek candidates who've overcome challenges and have a history of success, indicating they possess the resilience necessary for long-term success in sales.Build an environment where team members feel valued, supported, and motivated to contribute their best, leading by example and focusing on collective success over individual accolades.Quote of the Show:“If you think about the process and the different actions you have to take and the way you need to do it, which is nuanced in sales, then you're going to have success.” - Bill RipolLinks:LinkedIn: https://www.linkedin.com/in/bill-ripol-790700/ Website: https://trimech.com/ 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.Learn more at coachem.io

Today’s guest is a serially successful human being who has founded multiple successful organizations. Dan Walsh is a Partner at Oakwolf Group and a Co-Founder of Team IMPACT. Dan joins Host Matt Benelli to discuss the importance of using rubrics and frameworks, recruiting and selecting the right people for the right role, why sales leaders should always be recruiting, the impact of personal responsibility and goal setting, and making sure you have a culture that allows a sales manager to be successful. Takeaways:Sales professionals should embrace the entrepreneurial mindset, acting as CEOs of their own territories, which involves ownership, risk-taking, and a strong belief in personal control over their success.The notion that entrepreneurship is reserved for a 'special breed' is a myth. Entrepreneurship is accessible to all, highlighting the importance of passion, resilience, and willingness to accept risks as key differentiators.Success in sales, like in entrepreneurship, relies heavily on self-belief and the conviction that personal actions dictate outcomes, reinforcing the idea of personal accountability and responsibility.Emphasize the need for continuous self-development, goal setting, and utilizing feedback effectively to enhance skills and performance with your sales team.The significance of recruiting the right talents, continuously improving the recruitment process, and ensuring the team's alignment with organizational values and goals.The critical role of asking the right questions as a leader to guide and motivate team members, rather than dictating actions. This approach enables team members to self-reflect and take ownership of their growth and results.Quote of the Show:“ I just worked harder and made more mistakes than everybody else to figure out what works.” - Dan WalshLinks:LinkedIn: https://www.linkedin.com/in/dan-walsh-381b195/ Oakwolf Group Website: https://oakwolfgroup.com/ Team IMPACT Website: https://www.teamimpact.org/ Shoutouts: Jon Hunter: https://www.linkedin.com/in/jhunter1/ Jon Hunter’s Episode: https://coach2scale.transistor.fm/episodes/becoming-a-half-monk-half-hitman-seller-jon-hunter-coach2scale-episode-028 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.Learn more at coachem.io

Today’s guest is a marketing leader and podcaster with a long history of delivering results for B2B tech companies. Casey Cheshire is the Founder of Ringmaster Conversational Marketing, Host of The Hard Corps Marketing Show and Creating The Greatest Show, and Author of Marketing Automation Unleashed. Casey joins Host Matt Benelli to help sales and marketing leaders reconcile their differences, discuss what the future of marketing looks like, and understand how to approach your team’s use of AI. Takeaways:Understand the crucial importance of a synergistic relationship between sales and marketing. Team alignment and common goals are essential for overcoming the traditional friction between these departments.Encourage your team to utilize the advanced tools available in marketing automation. These tools can provide real-time insights, lead nurturing capabilities, and data that can significantly enhance sales efforts.Authenticity in communication, both within teams and with clients, is paramount. Moving away from scripted interactions to more genuine connections can increase engagement and build stronger relationships.It’s crucial for sales leaders to know how leads are generated and nurtured by marketing. This knowledge can help in effectively leveraging these leads and improving conversion rates.Encourage creative and out-of-the-box solutions to sales challenges. Utilizing personalized video messages is one such recommendation for differentiating and humanizing the sales process.Sales leaders should ensure their team understands the origin and quality of leads. This includes the path leads take from marketing efforts to sales opportunities.Sales professionals should learn about marketing strategies and tools. This includes gaining insights into how marketing automation and CRM systems can support sales goals.Quote of the Show:“We have to have the same goals.” - Casey CheshireLinks:LinkedIn: https://www.linkedin.com/in/caseycheshire/ Website: https://ringmaster.com/ Book Link: https://www.amazon.com/Marketing-Automation-Unleashed-Strategic-Growth/dp/1599327384 The Hard Corps Marketing Show: https://www.hardcorpsmarketing.com/ Creating The Greatest Show: https://www.creatingthegreatestshow.com/ 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.Learn more at coachem.io

This special episode is a compilation of what we’ve learned over the first twelve episodes in Q1 of 2024. You'll hear from each of the guests who were featured on the show this past quarter, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture. Episodes MentionedBrent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Lori Harmon: https://coach2scale.transistor.fm/episodes/leading-from-the-front-lori-harmon-coach2scale-episode-026 Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030 Channing Ferrer: https://coach2scale.transistor.fm/episodes/decide-on-the-d-players-channing-ferrer-coach2scale-episode-027 Steve Goldberg: https://coach2scale.transistor.fm/episodes/managing-with-a-growth-mindset-steve-goldberg-coach2scale-episode-023 Ben Kennedy: https://coach2scale.transistor.fm/episodes/empowering-the-modern-seller-with-ai-ben-kennedy-coach2scale-episode-024 Howard Dover: https://coach2scale.transistor.fm/episodes/cracking-the-sales-innovation-paradox-dr-howard-dover-coach2scale-episode-022 Justin Otley: https://coach2scale.transistor.fm/episodes/focus-on-the-fundamentals-over-the-tech-stack-justin-otley-coach2scale-episode-029 Mark Aboud: https://coach2scale.transistor.fm/episodes/leading-lifelong-learners-mark-aboud-coach2scale-episode-021 Kevin Martin: https://coach2scale.transistor.fm/episodes/understanding-what-makes-coaches-great-kevin-martin-coach2scale-episode-031 Mike D'Aloia: https://coach2scale.transistor.fm/episodes/taking-an-adaptive-approach-to-sales-mike-daloia-coach2scale-episode-032 Jon Hunter: https://coach2scale.transistor.fm/episodes/becoming-a-half-monk-half-hitman-seller-jon-hunter-coach2scale-episode-028 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.Learn more at coachem.io

Today’s guest is a visionary leader, a sales maverick, and has an accomplished career in executive roles. Mike D'Aloia is the Executive Vice President and Head of Sales at Quid. Mike joins Host Matt Benelli to discuss adaptive sales strategies, the evolution of sales technology, and the significance of personalized selling. He also shares invaluable insights into nurturing team members' career aspirations and the transformative potential of AI in sales. Takeaways:Adopting a one-size-fits-all approach in sales processes and metrics is a myth. It’s important to adapt processes based on situational needs, and have distinct processes for different sales types (e.g., enterprise vs. commercial sales). This adaptability allows for more responsiveness to market changes.Outreach today needs to be hyper-personalized, such as persistently leaving voicemails, in reaching and engaging potential clients. Consider the value of adapting to other outreach methods (e.g., using LinkedIn, TikTok) based on the target audience.Coaching plays a crucial role in improving individual and organizational performance. Coaching is not just how to hit sales targets but also aiding in the personal and career development of team members. Make sure to use regular, goal-oriented coaching sessions and show genuine interest in team members' career aspirations.The concept of a 'Win Team' involves collaborative effort across departments to close deals, especially in complex sales environments. It's crucial for sales representatives to involve content experts, strategists, and other relevant personnel in sales processes to maximize success and deal value.Leaders should encourage sales reps to 'own' their sales strategies, applying their unique styles and experiences while aligning with the organization's overarching goals. This can lead to more effective and personalized sales tactics.Embracing generative AI tools for tasks such as email composition and customer research is encouraged. These tools can help sales teams enhance their messaging and outreach strategies, staying ahead in competitive environments.Quote of the Show:“No two deals are the same in the enterprise.” - Mike D'AloiaLinks:LinkedIn: https://www.linkedin.com/in/mikedaloia/ Website: https://www.quid.com/ Shoutouts:The First 90 Days, by Michael D. Watkins: https://a.co/d/45rCZ6k Bard/Google Gemini: https://gemini.google.com/app Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030 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.Learn more at coachem.io

Today’s guest is a father of three wonderful children, a volunteer youth athletics coach, and has an accomplished career in sales leadership roles. Kevin Martin is the VP, Parchment Growth at Instructure. Kevin joins Host Matt Benelli to discuss the importance of being disciplined as a leader, trusting your team, and the power of reflection. Kevin also shares actionable frameworks for improving personal and team performance, including evaluating what went well, what didn't, and future focuses.Takeaways:Being a successful salesperson does not guarantee that someone will become a great sales leader. The qualities that make one an exceptional salesperson often differ from those required to lead a sales team effectively. Leadership demands selflessness and a focus on the team's success rather than individual achievements.Discipline is a cornerstone for succeeding as a leader. It’s necessary to be disciplined in how you use your limited resources—time, talent, and treasure—towards personal and team goals. This disciplined approach is crucial in navigating the myriad of distractions that leaders and their teams face daily.A great leader is characterized by their ability to trust their team members and provide them with opportunities for growth. Giving someone an opportunity often signifies trust and encourages leaders to be explicit in communicating this trust to their team members.Reflection is immensely powerful for your personal and team development. Use a structured reflection process, such as asking what went well, what didn’t, and what’s on one’s mind. This approach aids in continuously learning and improving, crucial for both leaders and their sales teams. Leadership is not about having all the answers but about guiding your team to find answers themselves. A focus on coaching and developing people, rather than merely driving them to achieve targets, is pivotal for lasting success and team cohesion.Although it does not come naturally to everyone, it is important for leaders to develop empathy in order to connect with their team members and help them tackle whatever roadblocks they face.Quote of the Show:“To be a great coach, you have to know what your team is responsible for producing and recognize that your success is predicated wholly on their success. Then you throw yourself into working with each of them to get better at their craft.” - Kevin MartinLinks:LinkedIn: https://www.linkedin.com/in/kevinmartin4/ Parchment Website: https://www.parchment.com/ Instructure Website: https://www.instructure.com/ 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.Learn more at coachem.io

Today’s guest is very intentional about designing and building winning teams. She spent the better part of almost 20 years building phenomenal sales teams at Salesforce. Christina Smears is the Vice President, Global Sales Development & Inside Sales at MongoDB. Christina joins Host Matt Benelli to share why leaders shouldn’t try to build a team of people who are exactly like them, the parallels between teaching and selling technology solutions, and how to empower people in your organization to innovate. Takeaways:Building diverse teams is not just about gender or race; it's about including people with varied experiences, skill sets, and backgrounds. Diverse teams are more creative, innovative, and outperform homogeneous ones. Leaders are encouraged to proactively reach out and recruit diverse talent to enhance team performance.Every professional, regardless of their experience level, can benefit from having a coach. Coaching helps in uncovering blind spots, accelerating personal growth, and improving leadership skills. It’s important to find a coach that aligns with your values and challenges you to grow.Prioritize tasks and goals by differentiating between 'glass balls' (critical and fragile) and 'rubber balls' (resilient and can bounce back). This helps in focusing on what truly matters and supports better decision-making during the onboarding process and in high-pressure situations. Acknowledge and celebrate the achievements of team members regularly. Recognition serves as a powerful motivator and plays a vital role in fostering a positive work environment. It's about creating a culture where appreciation is freely given, reinforcing positive behaviors and contributions. Leaders should foster a culture that values trying new ideas and approaches, even if they might fail. Encourage innovation by allowing team members to take initiative and experiment, thereby accelerating learning and adaptation. Remember, as a leader, you play a significant role in your team members' lives. Your actions, words, and decisions impact them deeply. Strive to be a positive force, supporting your team’s growth, job satisfaction, and success.Quote of the Show:“I think the best teams are where I hire people that are different than me in skill set, background, and strengths. Frankly that's how you create an amazing team.” - Christina SmearsLinks:LinkedIn: https://www.linkedin.com/in/christinasmears/ Website: https://www.mongodb.com/ Shoutouts:Multipliers by Liz WisemanDavid Priemer: https://www.linkedin.com/in/dpriemer/ A Curious Mind by Brian Grazer and Charles FishmanLean In by Sheryl SandbergOprah WinfreyTony Rodoni: https://www.linkedin.com/in/tonyrodoni/ 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.Learn more at coachem.io

Today’s guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team’s fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it’s imperative to show SDRs that there is a path forward.Takeaways:Spending time on mastering the fundamentals of the sales process can yield better results than depending on a fancy tech stack. If your team is not coached and trained effectively, no technological aid can help achieve the desired sales goals.Don't let your sales team become over-dependent on sales engagement platforms. While a sales engagement platform can be a helpful tool, it should not replace mastering the basics of sales and a hands-on, detailed approach. It's essential to address any performance issues as early as possible. Being proactive in providing coaching or improvement plans can help improve the SDR's performance before it negatively impacts the overall sales goals.The most successful SDRs exhibit resourcefulness and curiosity, leveraging these traits to deliver results while maintaining a tenacious focus on personal and professional development.It's critical to develop a well-thought-out career path for SDRs. This includes providing opportunities for internal promotion when they master their role and preparing SDRs for their next role within the organization.Having the right people on your team is essential for success. This includes hiring individuals who align with your company culture and possess the tenacity to achieve goals without making excuses. A multi-pronged approach leveraging phone calls, emails, and social media outreach can set SDR teams up for success. Despite the increasing popularity of online channels, phone calls are still vital for effective outreach.Quote of the Show:“AI is going to replace lazy sellers, lazy SDRs, right? Those who are not willing to put in the work and make it a good experience for their prospect or customer. Those are the ones that are going to, unfortunately, pay the consequences.” - Justin OtleyLinks:Twitter: [guest’s Twitter]LinkedIn: https://www.linkedin.com/in/justinotley/ Website: https://www.talkdesk.com/ Shoutouts:Kyle Coleman: https://www.linkedin.com/in/kyletcoleman/ Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/ 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 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.Learn more at coachem.io

Today’s guest is a go-to-market leader, advisor, coach, and dad. He’s been in the arena leading sales teams at major companies such as CA, BMC, and Micro Focus. Jon Hunter is the Founder of HunterX. Jon joins host Matt Benelli to dive into the value of instilling a long-term mentality in leaders, the role of empathy and resilience in building successful sales teams, and how to successfully navigate change management.Takeaways:The growth and development of people is the highest calling of leadership. Leaders should focus on inspiring, guiding, and developing their team members.Maintaining a strong work ethic, strategic planning, and adaptability are prerequisites for survival in the ultra-competitive technology industry. Adopting an attitude of continual improvement is vital.Clear communication when managing internal teams, partners, and customers is essential. Cultivating trust, strategic thinking, and influence should be key elements of all conversations and negotiations.While the rollout of sales metrics is important, gaining the genuine buy-in of the team is crucial to the successful implementation of any strategy or change.True servant leadership goes beyond enacting the role of a people-pleaser. It encompasses doing what's right for the team in the long term, implementing discipline, and building a robust structure in the organization.Self-assessment and self-awareness are integral to personal and professional growth. Creating an environment where individuals take responsibility for their actions, remain open to feedback, and continuously work on improvement is crucial.Resilience is key in the face of setbacks. Maintain a positive mindset, unwavering belief in one's abilities and the ability to learn from failures are all essential elements of success in leadership.Quote of the Show:“[Sales] requires the best of the best to be the most trained and strategic and the most thoughtful, mapped with that intense competitiveness, that ferocious get-shit-done attitude. The getting in early and the staying late. Those are table stakes.” - Jon HunterLinks:LinkedIn: https://www.linkedin.com/in/jhunter1/ Website: https://hunterxlife.com/ Shoutouts:Leadership on the Line by Marty Linsky and Ronald HeifetzWays 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.Learn more at coachem.io

Today’s guest has extensive experience developing and growing international teams, and implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. Channing Ferrer is the Chief Sales Officer at Semrush and a Limited Partner at Stage2 Capital. Channing joins Host Matt Benelli to delve into coaching and leading salespeople, discuss the role of AI in sales, consider the utilization of tech stack tools, and learn about the functionalities of product-led business in sales. Takeaways:Sales managers should spend time with non-top performers. Instead of just focusing on top-performing team members, leaders should spend time and invest in 'D' or 'C' level performers. They should help them improve or make stern decisions about their continuation, thus ensuring overall team performance.Coaching to detail is very important in sales. The term 'micro-managing' tends to have a negative connotation but the concept of 'micro-coaching', involves coaching to details and minutiae. Sales leaders should focus on not just broader aspects but also specific areas that can improve performance.Sales managers need to share feedback with their team regularly. Everyone wants to improve and they need both positive and negative feedback in order to make those improvements.One of the common areas of feedback from top performers is their desire to reduce the 'noise' in a sales job, referring to tasks that detract from time spent with customers. Look for ways to eliminate administrative tasks that can be seen as distractions from the main sales tasks.Sales tools like CRM platforms and conversational intelligence tools such as Gong or Chorus can be very effective if used properly. These tools can both help sales representatives become more efficient and contribute to a superior customer experience. Additionally, AI can be used to automate simple purchasing processes and provide customers with instant responses.For newly promoted leaders, remembering that your responsibilities lie with your peers and superiors more than with your subordinates can help provide direction in early stages of management. Role segmentation can be beneficial in sales if the transition from one stage to another is smooth for the customer. Any obstacles in the communication flow could adversely affect both efficiency and customer experience.Quote of the Show:“We need to solve for a customer that's solving for us.” - Channing Ferrer Links:LinkedIn: https://www.linkedin.com/in/channing-ferrer-981437/ Website: https://www.semrush.com/ Micro-Coaching post mentioned: https://www.linkedin.com/posts/channing-ferrer-981437_at-first-glance-i-dislike-the-idea-of-micromanagement-activity-7156389274806837249-YP1f?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.Learn more at coachem.io

Today’s amazing guest is a top outside sales voice and brings insights from her 20+ years of building, leading, and transforming inside sales organizations. Lori Harmon is the Vice President & Global Head of Business Development at Cloudflare, the leading connectivity cloud company. She is also the author of 42 Rules for Building a High-Velocity Inside Sales Team. Lori joins Host Matt Benelli to share her framework for leading sales teams from the front, the importance of accountability within an organization, and whether great salespeople are born or built.Takeaways:Good salespeople are not just born, provided they are willing to do the work, they can be developed through training and coaching. While certain qualities and characteristics may make someone more naturally inclined to be a seller, it doesn't guarantee success. Hiring salespeople based on gut feelings alone is not recommended. It's important to have a very structured hiring framework to ensure you're getting the right talent.An important part of leading from the front is not asking your team to do anything that you wouldn’t be willing to do. This allows you to better understand the challenges faced by the team and enables you to provide better guidance and support. Leaders need to create an environment where individuals are encouraged to own their career paths. This should involve proactive planning, seeking out relevant experience, requesting constructive feedback, and capitalizing on opportunities for advancement.Develop a Personal Board of Directors. Having a team of mentors and advisors can significantly boost an individual's career growth. Leaders should encourage their teams to build their personal board of directors to guide them in their professional development.The fast-paced world of tech sales requires constant skill development. Teams should be provided with continuous training opportunities, which will not only add value to their roles but also aid their personal and professional growth.Relationships are crucial both in sales and your career. Encourage your team to build robust relationships with clients, prospects, and colleagues. Strong relationships lead to better customer retention, more referrals, and a more collaborative workplace.Quote of the Show:“It's huge that you own your career because who else is going to own it?” - Lori HarmonLinks:LinkedIn: https://www.linkedin.com/in/lorilharmon/ Website: https://www.cloudflare.com/ 42 Rules for Building a High-Velocity Inside Sales Team: https://a.co/d/dNmE9ZR Shoutouts:Brent Adamson: https://www.linkedin.com/in/brentadamson/ Matt’s Interview with Brent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Ben Kennedy: https://www.linkedin.com/in/benkennedy/ Matt’s Interview with Ben Kennedy: https://coach2scale.transistor.fm/episodes/empowering-the-modern-seller-with-ai-ben-kennedy-coach2scale-episode-024 Steve Kerr - Coach of the Golden State WarriorsWays 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.Learn more at coachem.io

Today’s guest is an influential thought leader, researcher, author, and advisor. Brent Adamson is the Co-Author of the best-selling book, The Challenger Sale along with The Challenger Customer. Brent and Host Matt Benelli discuss how to commit to coaching by making the time, what coaching really means, and why being supplier-agnostic is more important than being customer-centric.Takeaways:Although time is often cited as a reason for not coaching, this is reflexive. Coaching is a necessity for improved sales performance and higher engagement, especially among the core performers. The impact of coaching varies with the performance level of the individuals being coached. Core performers show the most significant performance improvement as a result of effective coaching, while top performers evidence greater engagement. Care should be taken to further coach low performers on possible performance obstacles. The most effective way to boost sales lies not in changing buyers’ opinions about the company, but in enhancing their confidence in their decision-making process. Empathy and humility are imperative to effective leadership and coaching. This human-centered approach to management allows for more effective coaching and an increased level of trust between managers and their team members.The concept of "Frame Making" helps customers make sense of all the information coming at them. Instead of just providing more insights or content, the focus should be on helping the customers fit all the information into a clear, holistic view that can guide their decisions.The most effective sales approach is not to focus on how customers see the suppliers but lets the customer make decisions that work best for them. It's about leading to the supplier, not with the supplier.Quote of the Show:“We're all just humans” - Brent AdamsonLinks:LinkedIn: https://www.linkedin.com/in/brentadamson/ Website: https://www.brentadamson.net/ The Challenger Sale: https://a.co/d/fPv2tlF The Challenger Customer: https://a.co/d/5fflIvQ Shoutouts: Linda RichardsonMatt DixonTed McKennaThe Jolt EffectHank BarnesWays 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.Learn more at coachem.io

Today’s guest has over 15 years of experience in strategic sales and leading sales teams focused on customer-first, long-term relationships. He has a passion for value-driven conversations and engagements, and a proven track record of driving SaaS growth and customer satisfaction. He brings s a global perspective from working and living in different countries and cultures, such as Argentina, Spain, Mexico and Costa Rica. Ben Kennedy is the Sales Director at Alation! Ben joins Host Matt Benelli to discuss how to maximize the productivity of a sales team, why more sellers does not equal more sales, and where generative AI can help both sellers and customers.Takeaways:Instead of increasing the number of sellers, companies should focus more on the quality of the sales force, and the suitability of their product or service to the customer profile. Sales leaders, especially the CRO, have a responsibility to work with the CFO and CEO to avoid them from pressuring the sales organization to overhire based on a flawed mindset. Overhiring can lead to a number of problems including the dilution of the culture.AI tools can help sales professionals not only increase their efficiency but also their effectiveness. They can significantly improve outreach efforts with hyper-personalization and provide valuable support in customer relationship management. In today's fast-evolving sales landscape, sales leaders should remain open to learning new strategies and adapting to changing dynamics, such as AI. This requires leaders to be curious, humble, and willing to evolve constantly.Even in the post-COVID era, in-person marketing activities can significantly help teams differentiate themselves and provide the customer with a personalized experience. Stay hungry and never stop learning!Understand the individual motivations behind every person on your sales team and make sure they can get closer to their goals by getting closer to the team goal.Quote of the Show:“The best leaders sales or are continuously evolving and continuously learning.” - Ben KennedyLinks:LinkedIn: https://www.linkedin.com/in/benkennedy/ Website: https://www.alation.com/ Shoutouts: John Rosso: https://www.linkedin.com/in/johnsrosso/ 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.Learn more at coachem.io

Today’s guest is a longtime sales leader who has led teams at companies like Yext, Fuze, and InsideSales.com. Steve Goldberg is the CRO of Salesloft and a Limited Partner at Stage 2 Capital. Steve joins Host Matt Benelli to discuss why having a growth mindset matters, the importance of getting bad news early, and the difference between “listening for” and “listening against.”Takeaways:For sales reps to be successful in the changing market of technology, it's crucial to adopt a growth mindset over a fixed mindset. Acknowledge changes, learn, and adapt to new sales processes, technologies, and customer engagement methods. Getting the right executive involved in a deal can significantly impact the outcome. However, it should be mapped with the right strategy and timing, considering the customer's journey with your organization. Sharing timely updates, whether good or bad, is crucial in sales. Late bad news can prevent you from taking helpful measures and can lead to surprising turns in the sales process. Communicating openly can save deals and customer relationships. Provide coaching and guidance to salespeople based on their strengths. Let salespeople be themselves while steering them gently toward better performance. Building a great sales team involves guiding them, not dictating how they should perform their job. Change should be perceived as an opportunity to grow and learn. The first step is acknowledging the change, the next is equipping yourself with the knowledge and tools to work it to your advantage. Even though AI is taking over many routine tasks, it should be seen as a helping tool that makes the sales process more efficient and effective rather than a threat. AI can aid in making salespeople smarter, providing data insights to help maintain a more informed conversation with customers.Quote of the Show:“A strong manager needs to be able to coach the seller on how to do all the right things before the meeting and after the meeting.” - Steve GoldbergLinks:LinkedIn: https://www.linkedin.com/in/steve-goldberg-2324913/ Salesloft Website: https://www.salesloft.com/ 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.Learn more at coachem.io

Today’s guest is a renowned sales thought leader, author, and professor. Dr. Howard Dover is the Founder of the Institute for Sales Knowledge and Innovation and Director of the Center for Professional Sales and Sales Coach at The University of Texas, Dallas. Dr. Dover is also the Clinical Professor of Marketing at The University of Texas, Dallas, and the Author of The Sales Innovation Paradox. Dr. Dover joins Host Matt Benelli to discuss why tactical best practices don’t scale, how to drive results as a sales leader, and the role technology plays in a changing sales environment.Takeaways:Sales leaders focus too much on making their sales processes efficient while ignoring the effectiveness of their sales strategies. This involves ensuring the sales team is proficient in communicating the product's value to the potential customer, accurately identifying customer needs, and aligning the product's offerings to meet those needs. It's also about being effective in building relationships with customers, which requires an understanding of the customer's buying journey and personalizing the sales approach accordingly.Sales roles require continuous learning and the ability to quickly adapt to changes. Salespeople need to stay updated with the latest industry trends, customer behaviors, and sales methods. This might include attending workshops, taking courses, reading, or attending industry events. It also involves adapting the sales methods based on the feedback received from clients or market responses. Technology should be viewed as a tool that enhances the sales process rather than as a solution for all sales issues. It can be beneficial in handling data, conducting customer analysis, or automating repetitive tasks, which eventually improves productivity and efficiency. But it's also important for salespeople to understand why and how they're using these tools, and the impact they would have on the sales process and customer interactions.​​Businesses must reconsider the 'classic sales machine' approach, which emphasizes extensive hiring and investment in sales tools and training while seeing a decrease in sales performance. Revising the model to focus on the effectiveness of sales strategies rather than mere expansion can lead to more meaningful sales interactions and ultimately, better conversion rates.Quote of the Show:“Chaos doesn't generate revenue” - Dr. Howard DoverLinks:LinkedIn: https://www.linkedin.com/in/howarddover/ The Sales Innovation Paradox: https://a.co/d/8LWpAXZ 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.Learn more at coachem.io

Today’s guest is a visionary leader who knows how to focus and reinforce the right behaviors without looking at the scoreboard all the time. He’s spent 25-plus years leading and inspiring sales teams at industry titans like Oracle, SAP, and Ceridian. Mark Aboud is the Chief Experience Officer of the Middlefield Group. Mark joined Host Matt Benelli to discuss how to drive the adoption of new sales tools, how to lead digital transformations, and why it is critical to manage your team’s behavior along with their performance. Takeaways:Sales Managers need to concentrate on sales behaviors - the actions and methods salespeople use to achieve their results, rather than purely the outcomes. By empowering salespeople to control and improve their behaviors, they consistently meet or exceed their targets.Lifelong learners make for lifelong performers. Encourage learning and provide channels for growth within the organization. This can lead to better employee retention and enhance your team's performance.Sales Enablement, when done properly, can significantly boost the performance of even your best sales reps. It’s beneficial to employ successful salespeople in enablement roles to provide credible and effective training.When implementing new sales tools, seek out those who are hesitant and even resistant to the change. Ask them to at least try the tools and tell you if they help. If these people try a new behavior and see great results, they can be your most powerful evangelists.The investment in your employees' skills and in the tools they use is crucial. It is crucial to equip teams with robust digital tools and more importantly, the necessary skills to use them. While it’s important to look at outcomes, focusing on people, their behaviors, and the organization's culture will ultimately yield better results. This approach builds trust, fosters teamwork, and promotes a positive work culture.Don’t shy away from tough conversations with your team. Being truthful, transparent, and open in your conversations helps develop trust. Quotes from the Show:“A good idea well-executed is a rare thing.” - Mark Aboud“People that are lifelong learners will be your lifelong performers.”- Mark AboudLinks:LinkedIn: https://www.linkedin.com/in/mark-aboud/ Website: https://middlefield.com/ 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.Learn more at coachem.io

This special episode is a compilation of what we’ve learned over the first 20 episodes in 2023. You'll hear from each of the guests who were featured on the show last year, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture.Episodes Mentioned: Sean Harvey: https://coach2scale.transistor.fm/episodes/empowering-your-team-s-professional-growth-sean-harvey-coach2scale-episode-001Brian Caulfield: https://coach2scale.transistor.fm/episodes/the-abc-s-of-developing-your-sales-team-brian-caulfield-coach2scale-episode-002John Boucher: https://coach2scale.transistor.fm/episodes/leading-the-right-way-john-boucher-coach2scale-episode-003Shahid Nizami: https://coach2scale.transistor.fm/episodes/the-art-science-of-coaching-shahid-nizami-coach2scale-episode-004Sarah Kiley: https://coach2scale.transistor.fm/episodes/coaching-sales-like-soccer-sarah-kiley-coach2scale-episode-005Bill Bagshaw: https://coach2scale.transistor.fm/episodes/servant-leadership-in-saas-sales-william-bagshaw-coach2scale-episode-006Sarah Milby: https://coach2scale.transistor.fm/episodes/feeding-your-eagles-sarah-milby-coach2scale-episode-007Jeff Perry: https://coach2scale.transistor.fm/episodes/leaning-into-who-you-are-jeff-perry-coach2scale-episode-008Amy Appleyard: https://coach2scale.transistor.fm/episodes/coaching-the-whole-salesperson-amy-appleyard-coach2scale-episode-009Jon Feldman: https://coach2scale.transistor.fm/episodes/the-4-pillars-of-hiring-great-reps-jon-feldman-coach2scale-episode-010Pat Galvin: https://coach2scale.transistor.fm/episodes/manage-for-the-career-not-the-quarter-patrick-galvin-coach2scale-episode-011Victoria Abeling: https://coach2scale.transistor.fm/episodes/the-right-cadence-for-coaching-victoria-abeling-coach2scale-episode-112Dave Phillips: https://coach2scale.transistor.fm/episodes/nature-vs-nurture-in-sales-dave-phillips-coach2scale-episode-013Josh Allen: https://coach2scale.transistor.fm/episodes/motivating-your-sales-team-josh-allen-coach2scale-episode-014Ben Johnson: https://coach2scale.transistor.fm/episodes/unlocking-long-term-sales-success-ben-johnson-coach2scale-episode-015Tom Schodorf: https://coach2scale.transistor.fm/episodes/understanding-your-sales-team-tom-schodorf-coach2scale-episode-016Blair Tolbard: https://coach2scale.transistor.fm/episodes/lead-by-listening-laughing-blair-tolbard-coach2scale-episode-017Sean Harmon: https://coach2scale.transistor.fm/episodes/four-characteristics-to-hire-for-sean-harmon-coach2scale-episode-018Rachel Pacheco: https://coach2scale.transistor.fm/episodes/help-your-sales-team-find-meaning-rachel-pacheco-coach2scale-episode-019Ways 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.Learn more at coachem.io

Managing is hard, but today’s guest is here to help make it easy, even for new managers. Rachel Pacheco is the Author of Bringing up the Boss and is part of the Management Faculty at the Georgetown University McDonough School of Business. Rachel joins Host Matt Benelli for a great discussion of how managers can help their teams find meaning, the importance of sharing constructive feedback, and why it’s vital to consider how you structure and framework for your team.Takeaways:Leaders need to delve into what truly drives their team members in order to provide effective guidance and support. This includes understanding their motivation styles and tailoring incentives to align with these styles.Regular and meaningful feedback plays an invaluable role in increasing employee satisfaction, performance, and feeling of purpose in their roles. It's not just about pointing out mistakes, it’s also about constructive guidance and meaningful praise.Take responsibility for your own skill growth and encourage your team to do the same. If the team members lack certain skills, encourage them to seek ways to develop these skills outside of their primary responsibilities.Leaders should foster an environment of curiosity to enhance learning and growth within their teams. Patience and acceptance are important parts of a leader's approach.Sales leaders should guide their teams towards greater self-awareness and decision-making abilities through active coaching, including asking open-ended questions and encouraging self-reflection.Leaders should manage their reactions and work towards being more patient and understanding in various work situations. They should also focus on the development of these skills within their team.Quote of the Show:“Managers and leaders have a critical responsibility and role in helping their team members find that meaning and purpose day to day.” - Rachel PachecoLinks:LinkedIn: https://www.linkedin.com/in/rachel-pacheco/ Website: https://rachelpacheco.com/ Bringing Up The Boss: https://a.co/d/fgaNfCq Shoutouts:A Curious Mind by Brian Grazer and Charles FishmanWays 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 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.Learn more at coachem.io

Today’s guest brings a wealth of experience from both his time leading large sales organizations and building his own companies. Sean Harmon is the Chief Executive Officer of Rapid4Cloud, which makes it easier to implement and run Oracle Cloud Applications​. Sean joins Host Matt Benelli for a discussion of nurturing robust work cultures, hiring great sales teams, and building successful organizations.Takeaways:Smart sales managers who are planning for long-term success will hire based on four characteristics: 1. Work Ethic, 2. Integrity, 3. Loyalty, and 4. Intelligence, which is really a person’s aptitude and willingness to learn new things.A healthy work ethic can make up for talent gaps and drive success. Sales leaders should therefore encourage a work-smart culture, where the focus is on achieving results rather than just boosting activity.While there is not a universal work-life balance that works for everyone, it’s important that you and your team keep up with their lives outside of work. Without doing so, you won’t be able to sustain your best production at work. A well-structured hundred-day plan can set the stage for long-term success. This plan should emphasize active listening and understanding team dynamics first, followed by identification of gaps and setting suitable strategies.Having a genuine understanding of your target audience is crucial. Principled decision-making and product belief are critical, allowing you to spot the best opportunities and prioritize accordingly. Every client or prospect may not be qualified or a good fit; discernment is key.Sales leaders need to be selective about who they invest their time in. Leaders need to prioritize their interactions and invest in relationships that add value to their career growth and organizational objectives.Quote of the Show:“Most of what we do, it's not about what people know, but their willingness and curiosity to learn.” - Sean HarmonLinks:LinkedIn: https://www.linkedin.com/in/sean-harmon-344204/ Website: https://www.rapid4cloud.com/ 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 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.Learn more at coachem.io

This special guest is a seasoned sales leader and mentor with over 40 years in the technology sector. Blair Tolbard is a now-retired sales executive with experience leading teams at companies such as IBM and Oracle. Blair joins Host Matt Benelli to share his insights on effective leadership and sales tactics. Blair emphasizes the power of listening, being accessible as a leader, and how leaders can use humor as a relief valve. Takeaways:It’s imperative to follow through on what you pledge to do. Your deeds speak much louder than your words. This is a key part of establishing trust and building credibility with your team and even prospects.Sales team leaders should strive to be truly accessible and available to their team members. This means being present, approachable, and actively encouraging communication.Instead of leaving it up to team members to decide when to engage with their manager, leaders should establish clear guidelines and expectations. This helps avoid confusion and ensures that everyone knows how to reach out for support or guidance.Rather than being passive and waiting for team members to come to them, sales team leaders should proactively engage with their team. This shows a genuine interest in their needs and creates an environment where open communication is encouraged.Active listening is a crucial skill for sales team leaders. By actively listening to their team members, leaders can gain insights, understand their needs, and build stronger relationships. This leads to better outcomes and a more productive team.Taking the time to get to know team members on a personal level can greatly improve communication and collaboration. Sales team leaders should invest in building relationships to create an atmosphere of trust and mutual respect.Quote of the Show:“I'm fortunate I have this innate relief valve, and I do believe humor is a relief valve, and it's a relief valve not just for me, but it's a relief valve for those around me.” - Blair TolbardLinks:LinkedIn: https://www.linkedin.com/in/blair-tolbard-5a1a9398/ Shoutouts:John NugentJohn BuntingWays 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 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.Learn more at coachem.io

Today’s guest is an outstanding senior sales leader known for his ability to build, lead, and coach successful sales teams. He started his career in sales at IBM and now serves as a board member and advisor for multiple high-growth companies. Tom Schodorf joins Host Matt Benelli for a conversation about building a plan for your salespeople, how leadership shapes the conduct of the sales team, and how to set up new sales reps for success equitably.Takeaways:Salespeople are not “coin-operated” as so many mistakenly believe. Salespeople are motivated by many things, just as all people are. Many companies only provide salespeople with a reward path based on monetary rewards, thus forcing sales to adapt.Leaders need to model the behavior they want their salespeople to follow. While you may profess lofty values and only hire based on cultural fit, employees will learn from the way that their leaders act and will pass along these behaviors.Prioritize merit and cultural fit when hiring for sales roles. A candidate with the right skills and alignment with company values can contribute significantly to the organization's success. Ignoring these can lead to disharmony and reduced efficiency in the team. It is critical to understand your team members in order to coach them effectively. Leaders need to go beyond employees' general work personas and delve into their motivations, career goals, and personal experiences.Empowering sales leaders to overcome irrational fears either within themselves or their teams is key. Sales leaders need to face their own fears and biases and harness them as vehicles for change and improvement.For sales leaders, creating and nurturing a coaching culture is paramount. To instill a robust coaching culture, coach often and in varied settings, reinforce past coaching, provide examples, and seek feedback from the team.Quote of the Show:“No matter who you're coaching, you've got to know the person.” - Tom SchodorfLinks:LinkedIn: https://www.linkedin.com/in/tomschodorf/ Twitter: https://twitter.com/tschodor Vertica Capital Partners Website: https://www.verticacp.com/ 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.Learn more at coachem.io

Today’s guest has worked in sales for over a decade at leading technology companies such as Workday and Oracle prior to landing his current role. Ben Johnson is the Area Vice President of Mid-Market and Public Sector at Zendesk and a Cross-Fit Coach. Ben joins Host Matt Benelli to share the role of managers in a Performance Improvement Plan, why leaders should value deeds over words, and how to develop employees for long-term success.Takeaways:While quarterly performance is important, it is not the only thing that matters when developing a sales rep for long-term success. Throughout a Performance Improvement Plan (PIP), the manager’s role is to help guide the employee successfully through the PIP process. Managers should find out how the employee plans on completing it and help them in their efforts.It’s vital to understand what drives each of your team members. Make sure to ask them questions to uncover their motivations, such as “what gets you out of bed in the morning” or “what do you do when you’re not selling?” Find out their long-term goals and help them achieve those goals by setting them up for success.The drive to constantly learn and develop personally is a critical factor for success in any profession, especially for those in sales. Everyone in a sales organization should be ‘sharpening their swords’ by continually refining their skills and expanding their knowledge. The idea of “Deeds, not Words” is based on a manager assessing their team members on what actions they take and not what they say they will do. If the manager doesn't see actions being taken, there will be a candid conversation over the team member’s future employment.Key elements for building a strong culture within your sales team include having a common language, following a consistent process, meeting to prepare prior to calls and meetings, and conducting reviews post-meetings. It’s important to get the bad news early. Emphasize transparency and promote early communication of issues or setbacks amongst your team. Once the problem is found, it should be communicated immediately to make sure there is time to act and fix it.Quote of the Show:“To be, it’s up to me” - Ben JohnsonConnect with Ben:LinkedIn: https://www.linkedin.com/in/benjohnsonzendesk/ Company Website: https://www.zendesk.com/?ref=437 Shoutouts: Blair Tolbard: https://www.linkedin.com/in/blair-tolbard-5a1a9398/ 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.Learn more at coachem.io

Today’s guest was recently named one of Pavilion's "40 CROs to Watch”. He is a long-time sales leader and CRO who has led teams at companies such as LogMeIn, CarGurus, and Drift. Josh Allen is a Founding Member of The Revenue Collective and a Limited Partner at Stage 2 Capital. Josh joins Host Matt Benelli on a dive into how to really motivate each member of your sales team, why you should hire based on characteristics rather than skills, and the danger of focusing too heavily on KPIs.Takeaways:New sales managers need to recognize that what worked well for them as individual contributors won’t necessarily work well for the rest of their team.Find what personally motivates the members of your team and help them tie their goals to the goals of the team. Once someone’s personal and professional goals are aligned they will be more motivated than ever to accomplish the sales team’s goals.It’s important to coach even the top performers in a team. This is because top performers are often left to their own devices while managers instead focus on underperforming members. Leaders must invest time in top performers to keep them motivated, grow their skills, and prevent any potential detriments to the team morale.It’s better to have a team with no skill and lots of work ethic than a team with lots of skill and no work ethic. If you hire based on certain characteristics, such as curiosity and work ethic, then you can teach the skills without having to worry about effort.Leaders have a crucial responsibility to know what's going on in their employees' lives, not just their work performance. Extraordinary circumstances or even personal setbacks can significantly impact an employee’s productivity and performance. Being supportive and understanding during such periods is key.Over-emphasizing metrics and KPIs can be daunting and counter-productive for sales managers. It’s better to use a balanced approach, focusing more on continuous skill enhancement and employee motivation, which would eventually lead to meeting the set KPIs.Quote of the Show:“Take the time to be different.” - Josh AllenLinks:LinkedIn: https://www.linkedin.com/in/josh-a/ Twitter: https://twitter.com/joshmallen Top Quartile Club Website: https://www.topquartileclub.com/ Shoutouts:Mike Connolly: https://www.linkedin.com/in/michaelrconnolly/ James Abraham: https://www.linkedin.com/in/i10always/ 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.Learn more at coachem.io

Today’s guest is a servant leader who has led successful sales teams at some of the largest B2B tech companies on the plant. Dave Phillips is the Senior Vice President of Sales at 3Play Media. Dave and Host Matt Benelli discuss nature versus nurture in sales, why relationships are still important in the age of SaaS, and what is impacting quote attainment today.Takeaways:Sales can be taught to just about anyone, there is no one right personality for sales success. Recognize that sales skills can be taught and developed and that there is a variety of salesperson types and styles.Coach salespeople not just for immediate results, but also for their long-term growth and career development. Support their progress and work towards their personal goals.Understand the importance of relationships in sales, both with customers and within the sales team. Teach and develop skills related to building and maintaining strong relationships.Data beats stories when making key decisions. Utilize data analysis to identify areas for coaching and improvement. Analyze conversion rates, track sales funnel performance, and identify gaps in the sales process to guide coaching efforts effectively. Create a culture where feedback is welcomed and encouraged. Conduct regular deal reviews and brainstorming sessions to pinpoint areas for improvement and provide constructive feedback. Look for candidates who demonstrate coachability, curiosity, and competitiveness during interviews. Prioritize candidates who invest in their own development and show a willingness to learn and grow.Address toxic behavior promptly, even if the individual is achieving high sales results. Recognize that toxic behavior affects both customers and the overall organization negatively.Quote of the Show:“I believe sales can be taught and can be taught to almost anyone.” - Dave PhillipsLinks:LinkedIn: https://www.linkedin.com/in/davephillips05/ Website: https://www.3playmedia.com/ Shoutouts:Pat Galvin: https://coach2scale.transistor.fm/episodes/manage-for-the-career-not-the-quarter-patrick-galvin-coach2scale-episode-011 Amy Appleyard: https://coach2scale.transistor.fm/episodes/coaching-the-whole-salesperson-amy-appleyard-coach2scale-episode-009 Bill Bagshaw: https://coach2scale.transistor.fm/episodes/servant-leadership-in-saas-sales-william-bagshaw-coach2scale-episode-006 Hilarie Koplow-McAdams: https://www.linkedin.com/in/hilariek/ 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.Learn more at coachem.io

Today’s guest is an accomplished sales leader with an extensive career in the cybersecurity industry. Victoria Abeling is the Head of Americas Sales Development, Commercial and International Sales at VMware Carbon Black. Victoria and Host Matt Benelli discuss why the cadence of coaching matters, why looking into losses is as important as looking into wins, and how to avoid giving bad feedback to your team.Takeaways:Both sales managers and sales reps should stop looking at coaching as something they receive as a punishment for failing at their job. It is the job of the sales leaders to help their reps get better at their craft and this is best done through coaching.Sales leaders should use an operating cadence as a way to assess priorities by breaking down their calendar into different views, from the yearly perspective, all the way down to the weekly view. For example: Promotions = Yearly, Performance Reviews = Half Yearly, Sales Quotas = Quarterly, etc.A great way to increase the efficiency and effectiveness of your sales team is to provide great coaching for them on discovery. Help them develop the skills to ask curious questions early on in the pipeline.As a sales leader, encourage your sales reps to prioritize disqualification. Help them understand that saying "no" or parting ways with unqualified prospects is just as important as closing good deals. By focusing their time and efforts on promising opportunities and leveraging data-driven coaching, your team can make the most impact and maximize their sales success.Utilize data to provide objective feedback and coaching to your team. Analyze patterns in wins and losses, identify areas for improvement, and use the insights to tailor coaching sessions and training initiatives.Avoid reacting defensively to harsh feedback and criticism. Instead, thank the person for their feedback and use the restraint of your response to change their perspective.Implement regular one-on-one meetings, performance reviews, and training sessions. Develop standard operating procedures to ensure a consistent coaching cadence. Publish a coaching calendar to keep the team informed and engaged.Quote of the Show:“My job is to make you better at your craft and in order to do that, I have to spend time in order to help you get better at what you're doing and by that, I coach you” - Victoria AbelingLinks:LinkedIn: https://www.linkedin.com/in/victoriaabeling/ Company Website: https://www.vmware.com/ Shoutouts: Bryan CoxJosh LesleyWays 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.Learn more at coachem.io