Podcast episode
How to Coach Sales Reps Using “Based On What” Thinking | Cameron Shahabedin
30 Minutes to President's Club2 Apr 202637 min
Description
Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems 🎙️ ACTIONABLE TAKEAWAYS: Reinforce pillars everywhere, not just on callsBake core behaviors (like upfront contracts) into coaching, decks, and workflows so reps can’t skip them. Model the behavior you expectLeaders should demonstrate the same frameworks (e.g. upfront contracts, structured thinking) in coaching and team meetings. Set “realistic but uncomfortable” goals with proofUse past data + missed opportunities to show exactly how higher targets are achievable. Coach leaders with a consistent scoring rubricStandardize feedback (what worked, what didn’t, next steps quality) so performance is measurable and repeatable. These Courses Will Get You to President’s Club: 30MPC Training: 30mpc.com/training Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8 Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits: http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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team or support or anything else, and then make sure we've set that firm? Even if it's just tentative, I don't know what my schedule is like next week. I don't know if I'll have time for a meeting. Completely understand. Can we just put 30 minutes on the calendar as a tentative hold? I'll follow up with you two days before just to make sure it still works. I'll follow up with you the morning of to make sure it still works after that. “But no matter what, you've set that next step.” Those are the same for every call, regardless of whether we're talking about SMB or enterprise or a growth call on the upsell side. They're always going to have those steps. I hear you talk about upfront contracts a lot. That seems to be one of your pillars that you manage around. So let's say that you're in multiple calls with a rep.
too, you know, I don't know if there's a real difference between 79 and 83 or not. But I give 30 points to each of three parts of the call. Part one, as we all know, if you take the sales management OS course that we have on 30 Minutes to President's Club, part one is, hey, I just want to make sure “that the data in my CRM is correct.” And I want to make sure that the manager covers it with every single deal, every single time, every single week. And so I give them up to 30 points for getting that. Then I do, are you burning and coaching process into the brains of your reps every single deal? Like, are you saying, oh, best case red. That means that we're going to lose unless something's changed. Is that what you mean by that? Yes.
In Data hygiene