June 4, 2024
29. Effective sales coaching drives phenomenal results. So...what makes great sales coaching?
Matt Stinson, a sales coach and former VP of Sales and podcast host (and fellow sales coach) Lee Levitt delve into the intricacies of sales leadership, coaching, and how to improve enterprise sales productivity.
Our conversation covers personal experiences, practical advice, and strategies to elevate your sales team’s performance.
Key takeaways:
- Effective Coaching: Great coaching is about asking the right questions and facilitating self-discovery, rather than simply providing answers. It's essential to focus on long-term development over short-term wins.
- Empathy and Active Listening: Building trust through empathy and active listening is crucial for successful leadership and coaching. This creates a supportive environment where team members feel valued and understood.
- Addressing Beliefs, Activities, and Skills: Identifying and addressing the underlying beliefs, activities, and skills that influence sales performance is key. Leaders must be willing to engage with the emotional and psychological aspects of their team's challenges.
Recommendations:
- Discuss with your team the importance of coaching and how it can improve sales productivity.
- Reflect on your current coaching practices. Are you focusing on short-term fixes or long-term development?
- Emphasize active listening and empathy in your leadership approach to build stronger relationships with your team.
