Podcast episode
The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll
30 Minutes to President's Club13 Mar 202535 min
Description
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development. Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress. Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback. Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals. CHARLES' PATH TO PRESIDENTS CLUB Founder @ Carroll Sales Consulting VP of Enterprise Sales @ FullStory Head of Enterprise & Strategic Sales @ Recurly Sales Director @ NewsCred RESOURCES DISCUSSED Discovery Course Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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after the weekend, five days away. So what do you want to do in that case is get them adopting it sooner. And that might be a role play with yourself. It could be that they record a role play with one of their teammates. It might be that they use one of the new AI tools out there to role play with her. It doesn't matter. “They need to put it into place, and then you need to make sure that that's happening.” And that's what's really going to drive impact and drive behavior change. Today's show is brought to you by Align, the AI deal workspace that helps sales teams close complex deals. So here's a tip about multithreading.
What happens if they're not getting better? The theme could be two weeks and it's something simple. Someone not leaving the call without. I've worked with reps and if they're not getting it after a month, you need to figure out am I doing something wrong with the coaching? “Do we need to try a different approach with the coaching or is this rep just not getting” it? And if they're not getting it and it's a really critical thing like multi-threading or pipe generation or discovery, cold calling, then I need to have a hard think about is that rep going to make it in the long run? What metrics or KPIs are indicating that they will be successful because there's a big red
how am I going to apply this coaching before I get to the call? And then if you're having them document that, then you have them send you examples of your next three or four calls where you did this, show me exactly how you did it. And that seems like a real closed loop system, which I “Give you the coaching, you process what you're going to do with it,” document what you were going to do with it, now show me that you actually did it, and then I'm going to give you feedback, and then that loop is going to continue until we feel that you're good at this skill. I think that's an amazing process. Yeah, that's a really good way to summarize it. I do want them to think about it and visualize it before it's actually happening, because then the expectation is clear, there's no excuses.
think is really effective. Give you the coaching, you process what you're going to do with it, document what you were going to do with it, now show me that you actually did it, and then I'm going to give you feedback, and then that loop is going to continue until we feel that you're good at this skill. I think that's an amazing process. Yeah, that's a really good way to summarize it. I do want them to think about it and visualize it “before it's actually happening, because then the expectation is clear, there's no excuses.” If it doesn't happen, and then you can come back and measure it and reinforce it. One of the things you talked about was coaching right after it happened. Back in the day before there was no Zoom, there was no virtual meetings, you did everything face-to-face. I would ride for two to three days with a rep in the field, in their car, we'd go to Panera Bread, we'd get
So like Mark said, if you can ride shotgun, whether it's in person or whether it's Zoom now, and give immediate feedback, that's going to be the most impactful, or if you can listen to a call recording that you weren't even on, but listen to it an hour after the call happened, that's really powerful, but you can also “Do some of the adoption then and there.” You've set a call with them to review the meeting you were just on. Hey, I thought you could have done this differently. Let's play that back now. And how would you have done it differently? And have them just do a mini role play then and there. Then you at least know, okay, they understood the feedback. They know how to implement it. And then it might be that, okay,
We can live with that. And I'm gonna set 10 minutes with you after that call to review how you went there as well. That's probably the key way. But sometimes again, there's more than two days before that next call. So I encourage role play and it doesn't need to be 30 minutes. Like I said, it might be with me. I'm like, let's just hop on and I'm gonna throw some cold call objections at you. “And we're gonna just go back and forth for 10 minutes.” That's all I need from you. Or, hey, why don't you grab Sally? She's really good at handling this objection. Do some role plays with her tomorrow and then I'll review that with you. Or I've just come across in the last few weeks, these AI role play tools where you can go on. Some of them are free
next three opportunities and identify five people that they haven't already gotten in front of them. Alrighty folks, if you enjoyed this one, then you were probably thinking about your own coaching rhythms and the legendary Katie, Kevin Dorsey did a write up on our newsletter on how to run a great one-on-one in sales. “And that is probably the most important coaching rhythm that you can have between yourself” and a rep. So that is linked in the show notes. It was in our newsletter and it's one of my personal favorite ones. It's actually what Nick uses to do one-on-ones with his new rep that he's hired at 30 MPC,