How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer

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1. 2:41

   Second takeaway. It's all about the disco debrief. And this might sound so basic. But it's the thing that if you don't do this every single time, you're hurting both yourself and your reps. After, let's say you get off a big call with a prospect and you talk to your rep and the rep says to you, so tell me how I did. “Pause and ask them, what do you feel like you did well?” And where do you feel like you're there's the biggest opportunity for growth? One of the things that you're trying to get to is when they can come to the answer on their own, it's going to be a hell of a lot better than anything you can say. Because first off, they're going to feel the emotion of the answer when they came to it.

   In Call review coaching

2. 7:36

   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 Outbound goals and targets

3. 7:59

   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 “and you don't really feel a pain, how do you actually push them to think even bigger?” And I might say, hey, you know, Nick and Arman, 30 Minutes of Presence Club is doing phenomenal. I've been seeing your guys' growth. I've been seeing you on LinkedIn. I got to ask you, what's that one thing that if you did would get you to the next level, even bigger and better

   In Lack-of-need objections

4. 11:33

   the show notes. What are some other tools or resources that you found helpful in making sure that your reps actually execute this stuff and it doesn't just go in one ear and out the other? At the end of the day, you have to be making your mouth articulate the words over and over “and over again, and so I always like to do mock discovery calls.” When I joined Outreach and I was a new rep, I had come from Microsoft and I was starting to learn how to sling sales engagement, and I had never given a true discovery call. It's like when you're selling, Microsoft is like, here's what we got, like you buying it or not. And when I was selling Outreach, I was like, man, I truly don't know how to do discovery.

   In Roleplay and simulation

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