Podcast episode
How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer
30 Minutes to President's Club6 Mar 202537 min
Description
ACTIONABLE TAKEAWAYS: No Last-Minute Coaching: Avoid changing a rep’s game plan in the 30 minutes before a call. It signals distrust and forces them to scramble, leading to a worse outcome. Stick to One Coaching Theme: Don’t introduce a new area of improvement after every call. Focus feedback on a consistent theme to drive real progress. Align on Call Emotion: Before a discovery call, ask your rep how they want the prospect to feel. This sets the right tone and helps shape their delivery. Know Your Role in Calls: As a manager, decide if you’re leading, coaching, or just reading the room. Adapt based on the rep’s experience level and the call type. ALEX'S PATH TO PRESIDENT'S CLUB: Founder & CEO @ Alluviance Director of Sales Commercial @ Outreach Director of Sales Corporate @ Outreach Territory Account Executive @ Microsoft RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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here's your problem, but can you actually quantify how big that problem is? And one of the best ways you need to do that is like say, what's the metric we're actually trying to measure the problem by? For example, if someone says we have a pipeline problem, you say, cool, how are you measuring “pipeline? Maybe it's meetings booked. Maybe it's by the amount of ARR that's in your pipeline.” Maybe it by the number of cold calls that your team is making. What's the metric we're measuring it by? So how do you quantify the pain? The last thing I'll say, and I actually learned this from Manny Medina, who is a CEO of Outreach. He always said, when you find a prospect who's doing great
in their lives, that is going to be a shared feeling of enthusiasm that you can inject into your rep so that their prospects feel the same. And then lastly, number four, know your role as a manager going into a discovery call with your rep. The three roles we talked about are, number one, for a junior rep, “you might own the call entirely.” Number two, for a more senior rep, you might coach the call. So if it's down in the weeds, you might ask a question that pulls it back up. Or number three, if it's a big presentation, your job might just to be to read the room, open up Zoom gallery view really, really wide, and make sure that anyone who's not paying attention while your rep is running the demo,