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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So 60 minutes for me is more than enough time to spend a few minutes kind of setting your upfront contract of what we want to get out of this meeting, allowing people to have at least two if not three calls that they've gone through, and then enough time for people to circle up and discuss it. What would they have done, what they have not done, and based on what. Mark, how does that compare to how your teams do it at DeChable? “Yeah, so I like to have what I call bi-weekly skill review sessions, which is probably exactly like what Cam's talking about as a team where the manager leads a group peer coaching situation where we'll take one to two calls, break that down across the team, have the team self-coach so that the manager isn't always the one providing the input one-to-one.” And then we actually do not have a cadence for individual rep to manager calls right now that I'm aware of. It probably is happening with a few managers or a few directors, but I don't have an overall, you must do this right now. And honestly, it comes back to exactly what Cam's talking about. I have so much change going on my org right now.
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.
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