Podcast episode
Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Leadership Q&A
30 Minutes to President's Club12 Jun 202535 min
Description
Three top sales leaders go deep on the tough stuff: getting promoted, standing out, coaching reps at scale, and whether commission is dead. If you're trying to grow your career or your team, this episode is a goldmine! 🎙 QUESTIONS ANSWERED: How can a sales leader grow fast enough to keep pace with a hyper-growth company? What is the most unconventional or controversial trait to hire for in a sales rep? What part of the sales process should never be automated? How can an SDR stand out among 30+ other applicants? What are three books every modern sales rep and leader should read? How can someone in a leadership role shift out of 90% IC work and into true leadership? RESOURCES DISCUSSED: Cold Calling Sucks (And That’s Why It Works) 30MPC Instagram Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” 30MPC Training: 30mpc.com/training
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leaders. Are they just not creating an intentional process and rhythm around coaching? In which case, go to them, be like, we all want more coaching. Like at my last job, I have a cultural guy that I bring in that handles all my cultural stuff. And part of what he does is one is every team “meeting, we have a 15 minute session where they go over some trait. And then every two weeks,” we have a skill up level meeting where we have an hour long thing. And then once a month, we have a group team call where we all coach each other on this call. We don't do that because it's just something to check off. We do that because we like want to get better. Right? And so I would say like that's the main thing is, is are you actually in an organization where it's a cultural
just something to check off. We do that because we like want to get better. Right? And so I would say like that's the main thing is, is are you actually in an organization where it's a cultural thing and it's just not being processed correctly? Or is there no chance of ever coaching because “My biggest thing here is it needs to live inside of a rhythm.” So you can't be looking for random acts of coaching, right? Because that by definition doesn't scale. So anytime I wanted to coach my reps on prospecting, it would either happen in the Monday morning meeting where we would have something called the five minute squeeze. And we'd
I see a lot of products that try to fully automate sales coaching, where it′s like automated coaching insights so that the sales manager can just go to Tahiti or something like that. Or like you′re on a sales call and it′s like, here′s this talk track you should use right now. And it′s just like a massive distraction. “And I think if AI is going to be used in coaching, where it is used best is it′s identifying” the opportunities and then letting the coach go coach. Like not actually delivering the coaching and the feedback to the rep itself, at least where it is today. I′ve seen a lot of solutions in search of problem where people are coming up with these AI automated sales coaches and I don′t hear people asking for those things.
Like not actually delivering the coaching and the feedback to the rep itself, at least where it is today. I′ve seen a lot of solutions in search of problem where people are coming up with these AI automated sales coaches and I don′t hear people asking for those things. The biggest thing that is challenging as a sales leader is knowing where to focus your time. “And I think AI can do that, but actually going and delivering and packaging the coaching,” I see that being very far away from where it needs to be. Today′s show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster so deals don′t die at the last mile. One great way to drive your deals faster is to run parallel processes instead of linear processes. For example, in vendor′s′