Podcast episode
How to Rip Through 10 Calls in a 30 Minute Sales Coaching Session (Sean Gentry @ Webflow)
30 Minutes to President's Club25 Jan 202433 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Spend 30 minutes BEFORE your 1:1's figuring out what you want to coach on Start with the metrics, then use the metrics to figure out what parts of the call you should listen to. Only listen to the parts of a call recording that matter. You can rip through 10 calls if you’re only reviewing the next steps in the last 5 minutes. Double back on the mock discovery. Your most coachable reps will nail the 2nd try in the interview. PATH TO PRESIDENT’S CLUB Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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have different reports and different things in outreach or sales loft or Gong that'll help you come to your conclusions. But I like to start with those big three, right? On sales conversion, contract value, sales cycle, find if they're below the mean or below the average outstandingly from the rest of the team and then kind of work my way backwards through my own checklist. “I'm hearing like, we got an issue, work backwards, find the root cause, get alignment on that” issue with the rep, get agreement that they need help. Then you do that in a repeatable process. They're prepping, they're coming to their 101, it's the same, they can expect it. And then you're then transitioning to, now let's go from this being driven by me to let's
issue with the rep, get agreement that they need help. Then you do that in a repeatable process. They're prepping, they're coming to their 101, it's the same, they can expect it. And then you're then transitioning to, now let's go from this being driven by me to let's “this be driven by you, Mr. or Ms. Rep.” Do you have like a story, Sean, or like an illustration of somebody that got it and how it happened? Because that's the ultimate is when your rep says to you, hey, I'm prepping a half hour before our 101 because I want to tell you about the stuff that I need help with because I know you can help me. I don't always need you to tell me what I need help with.
So it's a great question. I think with that, reps have to know what's coming first and foremost, right? So I think to teach anybody to coach themselves, they have to be taught how to look internally and self-diagnose, right? “So doing this enough times, they're going to learn what that framework and what that process looks like.” I think back, you know, Nick Saban just retired, but one of the best coaches out there. And he talks a lot about wide receivers running routes. So he knows the end goal is that you have to get open, right? You got a 15 yard slant route, you got to get open.