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Live Masterclass - November 18, 2020

Sales Coaching with the three bald amigos

In this Digital Panel, we were joined by three world-class sales practitioners - Richard Harris, Brandon Young, and Richard Sgro - to chat through how to build, execute, and scale a stellar coaching program within your revenue organization.

Think of this session as a knowledge share of best practices for scaling messaging, training, and coaching. With 50+ cumulative years of revenue experience on the panel, there were definitely a few enlightening knowledge drops.

Reality Check: If you’re not thinking about this, you’re half-assing your team's growth - whether it’s scaling your business's growth or team's specific individual career growth.

Key Topics

  • Embrace a coaching culture from day one. If you didn't, there's still time to course correct.

  • Coaching isn't a soft skill! If you think it is, you're probably not great at it.

  • A well-rounded coaching organization always comes back to reinforcement.

Key Takeaways

  • If you’re a sales leader you should be scared sh*tless. Your sales reps are all free agents. People will remember how they were treated next year when the job market is better. If your manager doesn't shape up, tell 'em you're out. #blamerichard

  • Hopefully, this session was a wake-up call. Let’s talk about honesty. Take this recording and give it to your manager if you think these conversations aren’t happening. Your perspective is something along the lines of, "I’m behaving to a metric, not doing what’s best for me or our organization". Here’s your moment to have an honest conversation with your org ‘we’re doing somethings that aren’t working’.

Resources

  • We put together a worksheet for you to evaluate and level-up your org’s rep coaching.

  • In the panel, Brandon mentioned that the sweet spot for brining in a dedicated sales enablement function is around 250 employees. At this point, direct sales managers can no longer balance their team’s enablement and direct coaching needs.

A huge thank you to SetSail for sponsoring this session!