Episode 29:
Effective sales coaching drives phenomenal results. So…what makes great sales coaching?About this episode
Matt Stinson, a seasoned coach and former VP of Sales and Lee explore the nuances of sales leadership, effective coaching strategies, and ways to enhance enterprise sales productivity. This engaging discussion is filled with practical insights and personal anecdotes that provide valuable lessons for sales professionals.
Key Takeaways:
- Long-term Development through Coaching: Effective coaching involves guiding team members towards self-discovery and long-term growth, rather than offering immediate solutions. This approach fosters sustained improvement in sales performance.
- Building Trust with Empathy: Successful leadership is rooted in empathy and active listening. By understanding and addressing the emotional and psychological needs of team members, leaders can build stronger, trust-based relationships.
- Holistic Approach to Sales Performance: Addressing the three pillars of sales performance—beliefs, activities, and skills—is essential. Leaders must engage with their team's underlying beliefs and habits to drive meaningful and lasting improvements.
Actions to take today:
- Have discussions with your team about the value of coaching and its impact on sales productivity.
- Evaluate your coaching methods. Are you emphasizing immediate results or fostering long-term development?
- Practice empathy and active listening to strengthen your leadership and coaching effectiveness.
Resources Mentioned:
Book: Atomic Habits, by James Clear
Book: The Inner Game of Tennis, The Inner Game of Work, by Tim Gallwey
Book: The Inner game of Selling, by Ron Willingham
Book: The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It, by Michael Gerber
Book: Stress Less, Sell More: 220 Ways to Prioritize Your Well-Being, by Jeff Riseley
Article: Harvard Business Review on the impact of coaching
Article: UCLA: The stranger within: Connecting with our future selves
To follow up with Matt, you can reach him on LinkedIn or via his website inspirewell.