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
is they're like, we're going to do call reviews and they spend an hour reviewing a 30-minute call because you're listening to it on 1x speed, you're listening to the whole thing, you're pausing for feedback at each moment. And one of the things that probably helped me similarly the most “was being able to slice up a tape review like a turkey” as quick as humanly possible. So for example, the other day, I was coaching a founder and we only had seven minutes left in our advisory call. And I was like, hey, I don't know if we're going to have time to go through it, but let's see if we can get to the problem quickly. And I knew he was struggling with discovery. So I skimmed the images of the call
they're going to answer emails and get in slack. They're not going to come in with a plan. They're going to come in and be like, well, show me a call. Or they're going to expect their reps to self-diagnose when most reps aren't good with that and don't have the same data that the leader does. So, I'm seeing like a couple of things that are happening with AI that I think are really disruptive for coaching. “And if you're a rep and you can get good coaching” on a daily basis, you have a chance to really quickly improve versus on a weekly basis with a manager. I think that's why one of the things that you're talking about is so important, Sean, which is getting people to do it on their own and creating that culture. So, it's more than just a process. It's a culture. And I know you are really instrumental
We boiled that down to setting next steps. And this is how we worked on setting next steps with me. That's going to tell me a lot more than, you know, yeah, they gave me feedback every now and then and kind of giving this ambiguous, vague answer. So that's the first thing. But as part of our interview process, even here at Webflow, we do a role play round. “They have to role play part of the discovery.” We ask their feedback, we give them feedback. And what I'm really looking for, and this may be a hack for people that are going to listen to this, is do they ask to do it again? Right? So I'm more in tuned with the people that take the feedback and say, hey, thanks so much for that feedback. Can I try it again?
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.
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