The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll

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1. 11:09

   Maybe it's a good call, maybe it's a bad call, but you're gonna give him feedback on that. If Sally's having trouble with her pricing and proposals, she's gonna send you an interesting pricing and proposal call, and you need to also be prescriptive of what you're looking for. You don't always want the slam dunk where the call went really smoothly. “You want the call where Sally got some” interesting feedback on pricing. Sally was kind of stumped by something that the prospect said. So if you set really clear expectations and set an action every week for your team, you're gonna be really efficient with that two hours when you're reviewing calls.

   In Call review coaching

2. 12:52

   And this is how you can actually test for the adoption and conscious competence. If you told a rep, hey, you need to go deeper on pain questions or you need to go deeper on impact questions, they know that's the theme. They should be able to identify in this discovery call, at minute, I could have asked an impact question, “but I didn't watching my own tape back.” And then your job as a manager becomes 10 times easier because all you need to do is go to minute 10 and say, you got your self diagnosis perfectly correct. Go work on that thing. The timestamp's really important because in two hours, you're not going to be able to listen to all of every single call. So if you're getting a timestamp, you can maybe listen to the,

   In Call review coaching

3. 13:32

   you can maybe listen to the, you want to listen to how the call was set up, but you can listen to it on higher speed. Then you can really drill in on, what's that five kind of minute chunk of the call where they've timestamped and they've already kind of self diagnosed and asking for feedback. And then you can speed up the rest of the call. And then you're really going to be focused on what you're trying to develop with them, “getting their self diagnosis and self coaching as well.” So we've started to take a theme. The way that you figure out themes is you require your reps to send you a call every single week with a timestamp on the thing that you're coaching them on. And that helps you identify and track things. Good on that, right? Second is deliver. Like you're delivering the coaching.

   In Call review coaching

4. 13:45

   And then you can speed up the rest of the call. And then you're really going to be focused on what you're trying to develop with them, getting their self diagnosis and self coaching as well. So we've started to take a theme. The way that you figure out themes is you require your reps to send you a call every single week with a timestamp on the thing that you're coaching them on. “And that helps you identify and track things.” Good on that, right? Second is deliver. Like you're delivering the coaching. Help us understand that happens on a cadence of, you said about a half hour every single week with every single rep. Is there anything else that someone needs to know about delivering the coaching to finish out that D concept?

   In Call review coaching

5. 13:53

   So we've started to take a theme. The way that you figure out themes is you require your reps to send you a call every single week with a timestamp on the thing that you're coaching them on. And that helps you identify and track things. Good on that, right? Second is deliver. Like you're delivering the coaching. “Help us understand that happens on a cadence of,” you said about a half hour every single week with every single rep. Is there anything else that someone needs to know about delivering the coaching to finish out that D concept? No, except that you're going to identify the theme and it might be you work on that theme for a month and you're going to deliver at the beginning of that month, the specific feedback.

   In Coaching cadence

6. 13:56

   The way that you figure out themes is you require your reps to send you a call every single week with a timestamp on the thing that you're coaching them on. And that helps you identify and track things. Good on that, right? Second is deliver. Like you're delivering the coaching. Help us understand that happens on a cadence of, “you said about a half hour every single week” with every single rep. Is there anything else that someone needs to know about delivering the coaching to finish out that D concept? No, except that you're going to identify the theme and it might be you work on that theme for a month and you're going to deliver at the beginning of that month, the specific feedback.

   In Coaching cadence

7. 16:50

   to me and then we're going to review it. The action's not always what's happening on the prospect call, it's what's leading up to that. It could be even something as simple as, here's our discovery cheat sheet, here's 15 questions that are sample questions. I want you to come back to me tomorrow and tell me what are the three that you're going to implement on your next call. “So it's a mix of assignments, role plays, doing stuff on a call with a prospect, and” it'll change from kind of theme to theme and rep to rep. Adam, I would love to dig in here and give the audience some ideas or inspiration for ways that you can coach a rep other than saying, go role play discovery, because that was really interesting. I never thought about going through a list of the 15 discovery questions and being like,

   In Roleplay and simulation

8. 18:58

   to get some traction. What I want you to do is map out the buying group. Map out not just who the key stakeholders you've talked to, but try and find five people that we haven't talked to that are likely to be involved in influencing this deal. “And then let's go back and validate this with your champion on who the key stakeholders” are, what their level of sentiment is at neutral, advocate, detractor, and who's got the most power. So you're giving them an assignment, and part of that they're going to do on their own, and you're going to help them with it. And part of it, they're going to hop on a call with their prospect and build that out.

   In Stakeholder and champion discovery

9. 30:59

   you. That is the type of person who's beaking around your deal and might sneak up to kill the deal at the finish line, and Align's AI surfaces it before it's too late so you can multithread to them. We built a full multithreading playbook powered by Align. It's free in the show notes. “Number three, when you are being intentional about your coaching, block out two hours every” single week to review calls. You need to tell your reps what theme the call should be in. For example, discovery or negotiation. You need to ask them to give you specific timestamps and then have them self-diagnose where they think things went right or wrong. And then lastly, number four, when you are prescribing practice plans, role plays are

   In Call review coaching

10. 32:05

    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,

    In Coaching cadence

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