Podcast episode
How to Push Top Performers Without Losing Them | Alex Kremer
30 Minutes to President's Club20 Feb 202538 min
Description
ACTIONABLE TAKEAWAYS: Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching. Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion. Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team. Coach in Buckets: Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable. 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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It's almost like, how do we get the boulders in place? Do you know how to frame a call? Are you doing the discovery well? Do you know how to give the demo well? Once we get those good, then let's start adding in the cool little, I love how you said trick shots there, the stylistic types of things. “Let's get the foundational pieces down.” And until we get those down, I'm going to repeatedly drill you on those things, because you know, after every single call, I'm going to be like, so how was your frame, dog? And if it wasn't good, I'm going to continue to say, how was your frame? And once you prove that, then let's go to the 201, 301. So I love that perspective there.
So I always like to give like legitimate tactics on here's one type of discovery. Here's another type of methodology. My three to four favorite is first off coming in with a hypothesis. Do you actually have a perspective on their business that you can say, hey, here's what I read about your company. “Here's what I'm assuming your problems are.” Is that right? And the beautiful part about that is if you're right, they're going to say yes. And if you're wrong, it doesn't matter. They're going to say, no, that's not right. Here is what my problems are. So at least they're giving you the answer at the end of the day. Another type of discovery I always love is just like lay of the land, right? This is the simple how many people on your team, what type of tech are using different stuff like that.
What's your vision? What are you going for? How would it feel? What are the emotions that would happen? What would that enable within your life? And then from there, flip it. What's holding you back? What would actually prevent you from getting there? How long has that been occurring? What have you done to try to solve for it? “What happens if you don't solve for it?” What you're trying to do here is you say, here's the heaven, here's the hell, and this beautiful area here, that's the gap. If you can make them feel the freaking pain of that gap, that's going to get them into
If you can make them feel the freaking pain of that gap, that's going to get them into a state of commitment to say, oh shit, now that we're talking about this, I'm realizing that there's a serious issue here that I need to figure out how to solve, whether it be with their solution or something else. “You're getting them into a state of commitment to continue that conversation.” We'll pause on the discovery piece there, but I just want to underscore something that you said earlier, which is at the beginning, big boulders, and you have these four or five buckets that you're coaching to. And when I'm working with a junior seller, I'm like, did you even do the four buckets?
“4. Try to coach your reps in buckets. It is really hard to learn how to do a discovery” call if all of your feedback feels very random. But if you break the call into the buckets of the call, you can start by just saying, okay, did you even get each bucket right? And then you can start to give them more and more stylistic tweaks within each bucket once they at least get the basic steps correct. Alrighty, Nick, how can people help us out?