Welcome to Coach2Scale - How Modern Leaders Build Coaching Cultures
Join Host Matt Benelli for conversations with management professionals in B2B companies who share the belief that effective coaching improves the performance of every team member. Our mission is to help leaders become better coaches.
Coach to Scale is sponsored by CoachEm, the world's first AI coaching execution platform that leverages evidence-based coaching to increase quota attainment.
Such a great call out, Steve! You cannot have all of the answers. This is especially a pitfall for the "super reps." It's critically important as it relates to scalability to "teach a man to fish."
What an inspiring episode! Tanya’s insights on embracing diverse teams and navigating career paths like a jungle gym are truly empowering-innovation thrives when we all contribute! 🌟
What a valuable conversation! I love Mark's focus on quality coaching and hiring for traits over skills-it's a game-changer for building strong, effective teams. 🌟
Loved the discussion about transactional vs relational interactions. Was just talking to someone about this, with regard to yoga class. But it is relevant everywhere! Nice job Matt.
I consume a lot of Baron’s content as someone who attended several of his trainings and went through his certification process but I’m also an entrepreneur and I appreciate this conversation so much because of the insight Baron brought that merges yoga principals, leadership, business and more.
You are correct in saying that sales-profession is not disappearing because of AI, however the number of people in your team will go down. Between 30% and 60%. Your team of 5 will drop to 2 or 3 people, simply because of how much better AI will be in 'crunching numbers.'
Huge fan of Brent but how do you become customer centric you change your sales a whole companies kpis compensation and goals to help your customers succeed and then break about it to them and on social media. 🎉🎉🎉 You'll never be customer-centric your kpis compensation and goals are polar opposite to what's best for the customer IE Wells Fargo Bank and cross-selling. 3.5 million fraudulent account setup because every Bank employee became a traditional salesperson salesperson.😢😮😮
Finally I hear people talking about giving you s*** about sales professionals and their families. I've written two books I'm so passionate most sales managers don't give a s*** about their salespeople, if they did there wouldn't be a decade Plus sky high continue turnover among sales professionals kpis compensation and goals sometime almost impossible to reach which can create unethical behavior not doing what's best perspective buyer. I've been reviewed hundreds of hundreds of salespeople they live lives of no job security they have on average and B2B companies three times the turnover rate the average has been 18 to 14 months that's the honor system for two decades. There's been research top sales trainers admit that 92% of the training doesn't last more than 60 days. Oh yeah we're sitting the sellers up for success, BS.😢 A solution which I spell out in my second book broken 💔 is for companies to change the compensation to customer-centric kpis compensation in goals and strive to have industry experts with years of experience and then brag on social media your sales professionals are industry experts have three times the experience like the competition.🎉🎉🎉
Love the takeaways on Situational Leadership - know when to be directive and when to coach! Speaks directly to the power of the CoachEm platform as a tool.
Great clip, Matt. It's true, reps don't get trained enough to be speaking in customer's problem verbiage. The responsibility then rolls down to the rep and they're wondering why they aren't making bank or setting appointments.
Cannot agree more that coaching has to be personalized/ tailored to each individual rep. The question is who has time to plan for that each week X 6-10 reps?
The data proves that FLM's coaching their reps to skill and behavior solves today's challenges around rep attrition, per rep performance, ramp time and scaling top performers which gives companies a significant lift within just 2 quarters! Coach, coach, coach!!!!!
