Coach2Scale: How Modern Leaders Build A Coaching Culture

Unlock the secrets of genuine connection in sales and leadership with our guest Lane Monson, an executive leader and coach who challenges the conventional wisdom of salesmanship. Do most salespeople really know how to connect deeply with others? Discover what Lane has to say as we unravel the five levels of connection, which many sales professionals only partially navigate. Through Lane's insightful anecdotes, including a transformative experience with a Navy chaplain, learn how asking the right questions can turn ordinary interactions into significant, life-changing connections.Explore the seven keys to achieving 1% success as a sales leader, starting with the realization that great leaders are essentially great coaches. This episode promises to reshape your understanding of leadership from traditional motivators to empathetic guides. Using an analogy from organic chemistry, Lane illustrates the journey through challenging phases, emphasizing belief, desire, and the power of perseverance. By focusing on individualized coaching and understanding unique team motivations, listeners will gain insights into building belief through small wins, fostering a vision-driven approach to leadership that prioritizes personal growth alongside team success.Exceptional sales leaders are more than just business savvy—they're compassionate coaches who build meaningful connections. Through captivating discussions about figures like Michelle Potter and Joey Green, we emphasize the evolution from motivational tactics to genuine empathy in sales leadership. Lane's journey from CEO to executive performance coach offers lessons in lifelong learning, mentorship, and curiosity, encouraging listeners to embrace unexpected career shifts. Tune in to uncover valuable insights into becoming not just a successful leader, but also a compassionate facilitator of growth and connection within your team.Chapters:(00:00) Myth Busting and Connection in Coaching(09:18) Leadership Strategies and Personal Development(26:51) Leadership and Connection(36:03) Lessons Learned and Executive Performance Coaching(51:48) Coaching Insights and Connection BuildingTakeaways:Salespeople Overestimate Connection: Many salespeople believe they connect well, but they fail to ask high-value questions, listen deeply, or build trust effectively.The 7 Keys to 1% Success for Sales Leaders: Success comes from great coaching, fostering belief and desire, defining vision and purpose, building deep connections, asking high-value questions, and maintaining a growth-focused mindset.Purpose Drives Perseverance: Understanding individual and organizational purpose helps leaders and teams navigate challenges and stay committed.Accountability Requires Carefrontation: Balancing candor and care (“carefrontation”) helps leaders hold teams accountable while maintaining trust and respect.Personalized Coaching is Essential: Tailoring coaching approaches to individual team members’ motivations, goals, and personalities fosters better alignment and outcomes.A Growth-Focused Mindset is Key: Leaders must challenge old thought patterns and adopt accurate, supportive beliefs to inspire their teams.True Connection Comes from Understanding: Leaders who deeply listen, empathize, and value their team members create stronger trust and engagement.Encouragement and Structure Build Morale: Over-delivering encouragement and using structured coaching frameworks improve morale and ensure consistent performance.Overcoming Resistance Requires Empathy: Resistance in teams often stems from fear, fatigue, or lack of clarity, and leaders must address these with active listening and care.Leadership Transports People: Great leaders act like coaches, helping individuals move from where they are to where they need to be by providing guidance and direction.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

What if sales success wasn’t just about the money? Join us as we challenge this age-old myth with insights from Jim Gannon, SVP of Sales at Sysdig. Discover how autonomy, competition, and a genuine drive to impact the business play pivotal roles in achieving sales excellence. Jim reveals why curiosity and the willingness to learn from peers set top performers apart, shedding light on the motivations that propel seasoned pros and ambitious newcomers alike.The episode further unpacks the essence of team dynamics with a spotlight on recognition and accountability. By celebrating the collective efforts of everyone from sales engineers to onboarding teams, we uncover how fostering an inclusive culture strengthens team cohesion. Jim dives into the balancing act leaders face in maintaining a positive yet accountable environment, emphasizing the critical role of enablement and data-driven insights in recognizing high-performing teams.Leadership and mindset take center stage as Jim shares his experiences leading in Japan, offering valuable lessons on cultural awareness and scalable processes. Explore how a winning attitude, even against fierce competition, can be nurtured within sales teams. From strategies for private companies to tales of overcoming odds in the sports world, this conversation is your playbook for elevating sales performance and leadership prowess. Don't miss Jim's engaging stories and practical advice that promise to inspire and transform.Chapters:(00:00) Busting Sales Myths With Jim Gannon(12:08) Fostering Team Recognition and Accountability(19:05) Enhancing Sales Enablement Through Accountability(28:01) Building a Winning Mindset in Sales(33:51) Enhancing Customer Success in Sales(38:55) Casting a Leadership Shadow(42:53) Cultural Awareness and Training StoriesTakeaways:Sales Motivation Beyond Money: Jim Gannon challenges the common myth that salespeople are primarily driven by monetary incentives. He emphasizes that autonomy, competition, and the desire to impact the business are key motivators. Understanding these can help CROs better tailor their leadership and incentive structures.Curiosity as a Differentiator: Top-performing salespeople often exhibit a strong sense of curiosity and a willingness to learn. CROs should foster an environment that encourages intellectual engagement and peer learning to enhance team performance.Recognition and Accountability: Building a cohesive sales team involves recognizing contributions from all team members, not just those who close deals. CROs should focus on fostering a culture of inclusivity and accountability, which aligns with company values and encourages collective success.Sales Enablement and Data-Driven Coaching: Effective sales enablement requires moving beyond content overload to live training sessions and leveraging tools like Gong for data-driven coaching. CROs should ensure their teams have access to insights that can improve performance and identify areas for development.Building a Winning Mindset: In challenging market conditions, CROs should inspire their teams by sharing stories of underdogs who have succeeded against the odds. This helps instill confidence and drive, encouraging teams to execute the basics with excellence.Cultural Awareness in Global Leadership: For CROs overseeing international teams, understanding cultural nuances is crucial. Jim's experiences in Japan highlight the importance of cultural sensitivity and the concept of a "leadership shadow" in global contexts.Leveraging Competitive Spirit: Salespeople who thrive often enjoy the challenge of competing against larger, better-branded competitors. CROs can harness this competitive spirit by encouraging strategies that focus on differentiation and value delivery.Balancing Inspirational Leadership with Accountability: Jim emphasizes the need for CROs to balance inspirational leadership with creating a culture of accountability. This involves setting high standards while motivating teams to achieve them through clear, consistent expectations and support.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

What if the secret to exceptional coaching lies not in having all the answers, but in embracing authenticity and vulnerability? Join us as we chat with Chris Michelmore, the head of mid-market acquisition at Zoom, who brings his unique perspective on coaching both athletes and salespeople. Chris challenges the notion that great coaches must be the best performers, instead highlighting the power of meeting individuals where they are and guiding them toward their goals. Through compelling anecdotes, Chris underscores the significance of building trust and genuine connections, paving the way for both personal and team success.Our conversation hits effective coaching techniques, contrasting the "peanut butter coaching" approach with more personalized methods. Chris advocates for tailored strategies that align with individual and collective aspirations, emphasizing that true improvement requires more than a one-size-fits-all mindset. By understanding the diverse needs of team members, coaches can foster an environment where each person thrives, creating a balanced dynamic that enhances performance across the board. The discussion also touches on the delicate balance of emotional investment, highlighting the pitfalls of overcoaching and the importance of wisely allocating resources.Chris's insights extend to the importance of feedback and communication, sharing lessons learned from both positive and negative coaching experiences. Through personal stories, he illustrates how bad coaching can be as instructive as good coaching, contributing to a coach's growth and adaptability. With nods to renowned coaches like Michael Phelps' coach, Bob Bowman, and Bill Walsh, Chris emphasizes the value of focusing on process and community over outcomes. This episode promises to enrich your understanding of coaching, leaving you with actionable insights to apply within your own teams.Chapters:(00:00) Coaching Salespeople With Authenticity(09:32) Effective Coaching Techniques and Strategies(22:23) The Pitfalls of Overcoaching(26:34) Building Trust and Effective Communication(34:09) Unveiling Coaching Potential and PitfallsTakeaways:Embrace Authenticity and Vulnerability: Chris emphasizes the importance of authenticity in coaching. CROs should not feel pressured to have all the answers or be the best in the room. Instead, being genuine and vulnerable can foster stronger relationships and build trust within the team.Personalized Coaching Over One-Size-Fits-All: Tailoring coaching strategies to meet individual team members where they are is crucial. Personalized coaching that aligns with individual aspirations helps bridge the gap between where they are and where they want to be, driving better buy-in and improvement.Balance Team and Personal Goals: Effective coaching involves balancing team-wide objectives with individual goals. This ensures that both the collective and personal aspirations are met, enhancing overall performance and team cohesion.Allocate Emotional Capital Wisely: Emotional resources are finite, and CROs must allocate them wisely. Overinvesting in individuals who do not reciprocate the effort can lead to burnout. Focus on empowering those who show genuine drive and willingness to succeed.Learn from All Coaching Experiences: Both positive and negative coaching experiences offer valuable lessons. Even controversial coaches can provide insights into different methodologies that may be effective. CROs should maintain a growth mindset and continuously learn from various coaching styles.Focus on Process Over Outcomes: Inspired by renowned coaches like Bob Bowman and Bill Walsh, Chris advocates for focusing on the process and community rather than solely on outcomes. By improving processes, the desired results will naturally follow.Encourage Feedback and Build Trust: Creating an environment where team members feel comfortable providing feedback is vital. Acting on this feedback helps build reliability and trust, essential components for a successful coaching culture.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

As we close the book on 2024, I want to take a moment to say THANK YOU. Whether you tuned in for one episode or all 52, you're part of a movement that believes coaching is the rocket fuel for performance. This year, Coach the Scale recorded over 65 episodes, reaching thousands of sales leaders. But this isn’t about vanity metrics—this is about impact. Each episode brought lessons that slapped us in the face and whispered, "Pay attention."So, let's hit rewind on the top 10 lessons from 2024 that every sales leader needs tattooed (metaphorically) on their brain:1. Coaching isn’t teaching—it’s training for battle.Your reps don’t learn to box by watching YouTube. It’s role plays, feedback, and reps that build champions.2. High performers are your blue-chip stocks.Feed them or someone else will. Stop spending all your energy on the bottom 20%.3. Focus on behaviors, not just outcomes.Outcomes lag. Daily actions drive the engine. We are what we repeatedly do.4. Active listening is a martial art.As Colum at CoachEm says, curiosity is the currency that unlocks trust.5. Feedback is love.Frequent, honest feedback isn’t a luxury—it's oxygen for growth. (Thanks to Dr. Rachel Pacheco for the unforgettable underwear analogy. 😅)6. Transparency and vulnerability are superpowers.Admit mistakes. Wear your struggles. Trust follows authenticity.7. Master the basics before getting fancy.Tech is a tool, not a crutch. Fundamentals win championships.8. Coach to the career, not the quarter.Short-term wins are great, but long-term investment in your people pays compounding dividends.9. Embrace AI or get left behind.AI won’t replace salespeople. It will replace those who don’t use it.10. Don’t rush to solutions.Sales is like a carwash—the rinse cycle (discovery) is crucial. Skip it, and the dirt stays.🔥 Every guest brought their A-game this year, and 2025 is already shaping up to be NEXT LEVEL. We’re kicking off with sales leaders from Zoom and Sysdig to answer the big questions:What makes a great sales leader?How do you create buy-in without being a dictator?How do you hold yourself (and your team) accountable?Your voice matters. Keep the feedback, guest ideas, and tough questions coming.Coaching isn’t a checkbox. It’s a craft, a mindset, and the only sustainable way to build teams that thrive. If you’re not coaching them, you’re losing them.Here’s to an even stronger 2025.Happy Holidays, and see you next year!#SalesLeadership #CoachingCulture #EndOfYearReflections #CoachTheScale

What if your beliefs about feedback and coaching timelines are holding you back? Guest host Colum Lundt, CEO of CoachEm, takes the helm to interview our regular host, Matt Benelli! Both are co-founders of CoachEm and share the myths and misconceptions about coaching sales teams. Matt dismantles the notion that coaching yields immediate results, likening this misconception to expecting instant mastery in swimming. They advocate for feedback that strikes a balance, highlighting strengths while pinpointing areas for improvement, and the power of self-assessment that transforms coaching into a nurturing ground for growth.Navigating the murky waters of management can be daunting for new leaders. Our discussion uncovers the universal struggle of setting expectations and the weight of maintaining accountability within teams. Through candid anecdotes, they uncover why some managers shy away from difficult conversations and the all-too-common trap of wanting to be liked. By modeling self-accountability and utilizing strategies like setting clear goals, holding regular one-on-one meetings, and providing timely feedback, managers can foster an environment of responsibility and success within their teams.Finally, Matt explores the art of leadership through preparation and engagement. We highlight how leaders like Mike Myers and Bill Belichick exemplify humility, discipline, and adherence to team values. These seasoned mentors teach us the importance of thorough preparation, the strategic use of "commander's intent," and conveying messages from higher-ups in an inspiring way. Matt reflects on how building a team around shared values paves the way for long-term success.Chapters:(00:00) Building Coaching Cultures(15:27) Accountability and Effective Management Strategies(31:48) Effective Leadership Lessons Learned(43:32) Coaching Lessons and Leadership AttributesTakeaways:Long-term Investment in Coaching: Sales coaching is not about immediate results. It's a long-term investment in behavior change, similar to learning a new skill. Sales leaders should approach coaching with patience and commitment, focusing on gradual improvement over time.Balanced Feedback: Effective feedback should be balanced, highlighting both strengths and areas for improvement. Encouraging self-assessment among team members can create a more constructive and positive coaching environment, promoting growth and development.Accountability and Modeling Behavior: Sales leaders must hold themselves accountable before they can effectively hold their teams accountable. Modeling the behavior they wish to see in their teams is crucial for setting clear expectations and maintaining accountability.Structured Management Strategies: Implement structured strategies such as setting clear goals, tracking progress, and providing timely feedback. Address underperformance immediately to prevent issues from escalating, and maintain regular one-on-one meetings to reinforce accountability.Leadership Beyond Directing: Leadership involves preparation, engagement, and composure under pressure. Convey motivational messages effectively and focus on building inclusive environments. Use the "commander's intent" concept to guide teams towards common objectives.Learning from Notable Leaders: Emphasize humility, positivity, and adherence to team values as demonstrated by leaders like Mike Myers and Bill Belichick. Investing in managerial training and focusing on shared team values can lead to long-term success.Commitment to Self-Development and Curiosity: Encourage a commitment to self-development and foster a culture of curiosity within the team. These traits can be developed and are essential for continuous improvement and effective leadership.Effective One-on-One Meetings: Maintain the importance of one-on-one meetings with team members. Consistently holding these meetings demonstrates care for team members' success and fosters a culture of accountability and feedback.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

What if everything you thought you knew about leadership was turned on its head? Join us for an enlightening conversation with J.D. Sillion, a two-time CEO and three-time CRO, as he dissects the myths surrounding leadership and unveils a powerful framework for guiding teams through both high-growth and turnaround situations. Drawing inspiration from sports legends like Phil Jackson, J.D. emphasizes nurturing potential over wielding authority to foster an environment where teams can thrive. Our discussion traverses the challenges of sales accountability and the critical roles of strategy, structure, and culture in achieving team success.Imagine a sales process so efficient that each deal feels like a win for your entire organization. J.D. Sillion discusses the pitfalls of low win rates and their impact on morale and scalability, advocating for a culture of accountability. But what does it mean to truly empower autonomy within your team? J.D. explores the nuances between kindness and niceness, emphasizing the need for honest conversations that help team members grow. Learn about the success contract framework and how maintaining high standards can transform your organization and align teams with a shared mission.Reflecting on personal growth and the mentors who shape us, JD shares stories from his own journey, highlighting influential figures like Lisa Gallagher and Sal Sylvester. Through personal anecdotes, JD reveals how overcoming ego and embracing continuous learning can lead to profound transformation. Whether it's climbing metaphorical peaks in business or contemplating the art of giving a TED Talk, J.D.’s insights are a masterclass in leadership. As we wrap up, listeners are left inspired to challenge the status quo, driven by the insights of thought leaders such as Greg Popovich, Jim Collins, and Marshall Goldsmith.Chapters: (00:00) Building a Culture of Winning(12:16) Achieving Sales Accountability and Empowering Autonomy(27:26) Leadership Lessons for Success(34:39) Continuous Transformation in Business and Sales(41:56) Navigating Leadership and CoachesTakeaways:Visionary Leadership and Team Success: JD emphasizes the importance of creating a compelling vision and fostering an environment that nurtures potential. CROs should focus on building a culture that supports team success rather than relying on authority or outperforming team members.Strategic Framework for Transformation: JD introduces a strategic framework centered on strategy, structure, and culture. CROs can use this framework to guide their organizations through high-growth and turnaround scenarios, ensuring alignment with a clear vision and purpose.Sales Accountability and Targeting: It is crucial for CROs to ensure sales accountability and target the right audience to enhance success rates. Focusing on product-market fit and maintaining high standards will boost win rates and morale within the sales team.The Importance of Difficult Conversations: True leadership involves having honest conversations that drive improvement and growth. CROs should distinguish between being kind and being nice, where kindness means caring enough to engage in challenging dialogues for the benefit of the team.Continuous Learning and Adaptation: JD underscores the value of continuous learning and adapting to new challenges, likening business obstacles to scaling Mount Everest. CROs should encourage a culture of perseverance, improvement, and embracing feedback.Role of Mentorship: Mentors and coaches play a vital role in shaping leadership journeys. CROs should seek guidance from influential figures to transform their leadership styles and inspire their teams.Autonomy and Accountability: Autonomy should be earned through accountability. CROs need to establish clear, non-negotiable KPIs and regularly review performance to foster a culture of responsibility and excellence.Global Perspective: For CROs leading international teams, understanding cultural nuances and decision-making processes is essential. Tailoring leadership and sales strategies to fit diverse cultural contexts can significantly enhance global business operations.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Keith Rabkin, the Chief Revenue Officer at PandaDoc, takes us on a journey through his unconventional path to sales leadership, revealing a fresh perspective on motivating sales teams that challenges the age-old myth of money being the sole motivator. Keith unpacks the art of understanding individual aspirations and leveraging them to enhance performance through his innovative two-by-three matrix approach. With an emphasis on setting personal goals and addressing team development needs, Keith provides actionable strategies for leaders committed to cultivating a robust coaching environment that inspires.We rethink the sales process as a collective endeavor rather than a solitary pursuit, emphasizing the benefits of a customer-centric approach. Keith and I uncover the perils of the lone wolf mentality and highlight how collaboration and teamwork can elevate both sales outcomes and customer satisfaction. By involving multiple team members and building trust, sales professionals can foster long-term relationships that lead to repeat business and larger deals, proving that sales truly is a team sport.Adapting to change in the sales landscape is no small feat, yet Keith shares his experiences and insights from the transition to value selling at PandaDoc. Drawing from the book "Switch" by Chip and Dan Heath, we discuss the role of enablement teams and consistent messaging in facilitating this shift. Keith’s reflections on mentorship and leadership reveal the importance of honest conversations, personal growth, and effective coaching in creating resilient and successful sales teams. Through his journey, Keith exemplifies how a focus on customer-centric values and strong mentorship can shape impactful leaders.Chapters: (00:00) - Modern Sales Leadership(10:31) - Sales as a Team Sport(13:52) - Navigating Difficult Conversations in Leadership(18:52) - Adapting to Change in Sales(33:23) - Coaching Influence on Leadership Success(36:34) - Coaching and Talent Development StrategiesTakeaways:Sales leadership is not solely about financial incentives. Keith Rabkin emphasizes understanding individual motivations beyond monetary goals. He introduces a structured two-by-three matrix framework to help leaders align personal aspirations with organizational needs, creating a more effective coaching environment.Sales should be approached as a collaborative, customer-centric effort rather than a solitary endeavor. Keith highlights the drawbacks of the lone wolf mentality and underscores the benefits of teamwork in building trust, improving close rates, and increasing deal sizes.Difficult conversations are crucial in sales leadership. Keith discusses the importance of honesty, data-driven feedback, and planning in managing expectations and improving team dynamics. These conversations, when handled well, foster transparency and opportunities for growth.Transitioning to value selling requires consistent reinforcement and support from enablement teams and managers. Keith shares insights on overcoming comfort zones and emphasizes the importance of repetition and planning in implementing change effectively.Mentorship plays a significant role in shaping effective leaders. Keith reflects on his career growth at PandaDoc, influenced by mentorship from industry leaders, and how a focus on customer-centric values can drive success and innovation.Effective coaching and leadership involve pushing team members to grow and excel. Drawing parallels to sports coaching, Keith emphasizes the importance of recruiting resilient individuals and fostering a challenging environment to promote critical thinking and development.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasizing the need for risk-taking, clear communication, and the benefits of focusing on strengths. He also highlights the role of coaching in career progression and how leaders can foster engagement and avoid burnout in hybrid work environments. Takeaways:Ensure clear and concise communication, especially when working remotely. Utilize tools to mitigate grammatical errors and enhance the professionalism of communications.Use virtual face-to-face meetings (via Zoom or similar platforms) to maintain human connection and engagement within the team. Promote informal interactions to build camaraderie.Focus on being invited to higher-level discussions rather than bypassing immediate contacts. Build rapport and trust with initial points of contact before aiming for discussions with their superiors.Address the need for work-life balance in a remote work environment to prevent burnout among team members.Recommend that aspiring sales leaders read beyond typical sales books, exploring works that provide broader insights into leadership, strategy, and empathy.Focus on modeling the behaviors and strategies you want to see in your team. Provide constructive feedback aligned with their career aspirations, not just their current roles.Quote of the Show:“Great salespeople don't just want a bigger paycheck for selling more. They want to take on more, they want to do more.” - Ed DillerLinks:LinkedIn: https://www.linkedin.com/in/edwardmdiller/ Website: https://newrelic.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at Alteryx. Additionally, they touch on personal stories, including Derek's college baseball coach's influence, the role of leadership in retaining talent, and strategies for effective time management.Takeaways:Recognize that money isn't the only motivator. Salespeople are complex, and good leaders need to understand what truly drives their team members beyond just their compensation.Encourage discipline and efficiency to maintain a healthy work-life balance. Overworking should not be glorified; find ways to help your team manage their time effectively.Tailor your coaching approach to the individual needs of each team member. Every person is different; understanding their unique triggers and motivational factors will help you coach them more effectively.Hire and build teams with a diversity of thought. Different perspectives can lead to innovative solutions and a more dynamic team environment.Teach and practice strong time-management skills. Block off dedicated time for key activities like prospecting to maintain a steady pipeline and avoid the rollercoaster effect in performance.Develop and refine processes that support your team but allow their creativity to shine with customers. A good process should eliminate internal inefficiencies.Teach your team to look at the bigger picture in their deals and accounts. Hitting short-term targets is important, but building sustainable long-term relationships with clients is essential.Quote of the Show:“Not everybody works like you, otherwise they would be in your role.” - Derek BatesLinks:LinkedIn: https://www.linkedin.com/in/derek-bates-a14a7720/ Website: https://www.alteryx.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales leadership, exploring effective coaching techniques and the science of scaling revenue. Takeaways:Prioritize the percentage of reps hitting quota over overall team attainment to get a true sense of team health and sustainability.Avoid having new reps shadow top performers due to potential bad habits and lack of universal applicability in their methods. Instead, create a standardized sales process that codifies best practices.Develop a systematic approach to coaching by holding regular one-on-one sessions where managers diagnose and address specific performance issues with each rep, using data to guide the coaching process.Use metrics to evaluate the effectiveness of coaching, such as tracking improvements in specific areas like opportunity funnel conversion rates.Design processes that force managers to be proactive, such as monthly or quarterly reviews that focus on qualitative and quantitative performance assessments.Select potential managers based not just on their sales performance but on their leadership abilities and coaching potential. Consider the different skill sets required for managing and selling.Develop training programs that help reps learn to self-diagnose their performance issues, fostering independence and continuous improvement.Quote of the Show: “A great rep doesn’t have to wait till the monthly or the quarterly review or the next chat with the managers. They can reflect and they almost can self-diagnose mid-meeting.” - Mark RobergeLinks:LinkedIn: https://www.linkedin.com/in/markroberge/ Website: https://www.stage2.capital/ Book: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072/ref=sr_1_1?adgrpid=1343603773753404&dib=eyJ2IjoiMSJ9.HRz6Z9-h6Fs_mYwBMgiU0-foFhPZk7lV1Y_-t8l-nzMDqpScpOw4nmQ_rYxPA1wcnpX3TBFyb8yNpSzjlVTs59n_PTI8-NNIEgP19eSWNT1KTmXw4bM-Ik1ON3bbLvRpNl5MzAe1p06iMnrZbZx8kDWOUuQgr-pQuENmlU-h-Q6xc4J6ediHpdD_5Lsji4ppITe9CHQf52MHPix2VP3jV2_TAuJrp94U-1HkqjU0-jA.pWGGm1VSdrsIGa-hXJX--Sl-r0tIg3TZy93Ed_nAf98&dib_tag=se&hvadid=83975476617453&hvbmt=be&hvdev=c&hvlocphy=104857&hvnetw=o&hvqmt=e&hvtargid=kwd-83975581283309%3Aloc-190&hydadcr=21931_13325420&keywords=the+sales+acceleration+formula&qid=1731013960&sr=8-1 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don't need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat's influential experiences and favorite coaching philosophies from Vince Lombardi.  Takeaways:Ensure that even your most experienced reps receive consistent coaching. Coaching should be part of the regular routine, helping them to continually evolve and improve.Implement a structured one-on-one meeting framework that includes consistent questions like "What did you do differently this week?" and covers key aspects like forecast, key deals, pipeline, and help needed.Dedicate the last one-on-one of each month to discussing personal development, career aspirations, and any struggles. Keep this separate from business discussions to humanize the interaction.Encourage your team to act quickly and not delay responses or actions. Immediate responses, even on weekends or nights, can make a significant difference in client relationships and deal success.Hire and promote individuals who demonstrate curiosity and problem-solving skills. These traits are essential for tackling both internal and external challenges.Create a competitive yet collaborative environment where team members are held accountable.Break down complex processes into simple, clear elements. This makes them easier to follow and ensure everyone is on the same page, similar to Vince Lombardi's approach.Quote of the Show:“A play doesn't run really well unless everybody's on the same page and there's a leader who's demanding excellence at all time.” - Pat DeskinLinks:LinkedIn: https://www.linkedin.com/in/patrickdeskin/ Website: https://www.newstore.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of Coach2Scale, Matt Benelli engages in a thought-provoking conversation with Jill Harris, VP of Sales for North America at GoTo. Jill shares her insight on balancing empathy and accountability in sales coaching. She emphasizes the importance of asking the right questions and fostering a collaborative environment when it comes to sales leadership. Jill introduces her Sales Coaching Plan, which focuses on co-creating solutions and addresses the root causes of underperformance. The episode discusses fostering self-awareness and accountability among reps, navigating the risks of an excuse culture, and maintaining a growth mindset amidst change.Takeaways:Understand that empathy is essential, but it should not replace accountability. Balance both to create effective and compassionate leadership.Focus on asking insightful questions rather than having all the answers. This approach allows sales reps to self-identify areas for improvement.Develop performance and development plans together with your sales reps. This ensures engagement and ownership from both sides.Develop a structured coaching framework that includes sales skills, product knowledge, and operational metrics.Encourage a growth mindset within your team. Frame challenges as opportunities for development rather than insurmountable obstacles.Build trust with your team by actively listening to their concerns and providing thoughtful feedback. Acknowledge that change is constant and prepare your team to adapt. Mentally and structurally prepare for inevitable industry shifts.Quote of the Show:“The best coaches are those that are fantastic listeners, they ask so many good questions. They essentially peel back the onion where they're helping the coachee to come to their own conclusions.” - Jill HarrisLinks:LinkedIn: https://www.linkedin.com/in/jill-harris-549b052/ Website: https://www.linkedin.com/in/jill-harris-549b052/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today host Matt Benelli engages in a thought-provoking conversation with sales leader Steve Boss. The discussion spans a variety of topics, including effective sales coaching, the challenges of transitioning to management, and the importance of self-advocacy and mentorship. Highlighting the significance of managing both up and down within an organization, the episode provides practical advice on being solution-oriented and proactive. Steve emphasizes the vital role of authenticity, empathy, and individualized communication in leadership. The two also explore the transformative potential of AI in sales, illustrating how technology can enhance efficiency and effectiveness. Takeaways:Start taking on the responsibilities of the job you want before it becomes available. This demonstrates your capability and preparedness for the next role.Be the same person at work as you are at home. Authenticity fosters trust and stronger relationships with your team.Recognize the individuality of each team member and tailor your coaching to fit their unique needs and stages in their careers.Encourage team members to take the lead on projects and responsibilities. This not only empowers them but also prepares them for future leadership roles.Be constructively discontent. Recognize issues in the organization but always frame them with solutions that align with overall company goals.Always bring a point of view and a solution when presenting issues to upper management. This helps in being seen as a problem-solver rather than a complainer.Seek mentors who have your best interests at heart and can offer unbiased advice.Quote of the Show:“Nothing's going to happen for you in this corporate world just because you think you deserve it. You got to get up every day, you got to work hard, you got to prove it.” - Steve BossLinks:LinkedIn: https://www.linkedin.com/in/bosssteve/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2ScaleCoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of Coach to Scale, host Matt Benelli interviews Michelle Benfer, the SVP of Revenue at Bill.com. Michelle shares insights on leadership, coaching, and the shift from a linear career perspective to a portfolio approach. They delve into the importance of developing teams, breaking free from the 'sink or swim' mentality, and using data and scorecards to enhance sales performance. Michelle emphasizes the significance of unlocking potential in team members, leveraging AI for productivity, and fostering a supportive company culture. Aspiring leaders are encouraged to focus on impact, both quantitatively and qualitatively, and Michelle highlights her personal journey influenced by mentorship from family and peers in the industry.Takeaways:Shift from a "sink or swim" mindset to focusing on developing and coaching team members.Use data to diagnose weak areas and provide targeted coaching.Recognize the crucial role of frontline sales managers in a sales organization. Invest in their training, particularly in performance management and proactive performance management skills.Address performance issues without inducing guilt or fear, focusing on improvement and support.Invest in and utilize tools like conversational intelligence (Gong, Chorus) to gather data that can inform coaching and performance improvements.Establish a unified team culture where all members are working towards a common goal.Stay intellectually curious and continue to learn from industry peers, technological advancements, and new methodologies.Quote of the Show:“I'm a goal-setter. At various points in my life, I've had different goals and I write them down and I share them loudly.” - Michelle BenferLinks:LinkedIn: https://www.linkedin.com/in/michellehughesbenfer/ Website: https://www.bill.com/ Careers at BILL: https://www.bill.com/about-us/careers Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of Coach2Scale, Matt Benelli talks with Jerry Pharr, Head of Global Commercial Operations & Excellence at Varicent. As a former salesperson who shifted to sales enablement, he now focuses on behavior change rather than just learning outcomes. Jerry shares insights on building coalitions of willing managers, leveraging technology for sales transformation, and driving performance through actionable frameworks. The discussion highlights the importance of focusing on behavior change to create real impact, the role of sales managers in enabling teams, and how technology like AI-driven insights can refine sales processes. Takeaways:Prioritize initiatives that lead to observable and measurable behavior changes in sales activities rather than just training or business outcomes.Invest in conversation intelligence tools like Gong or Chorus to automatically surface insights from sales calls and emails. This helps in identifying performance gaps and measuring behavior changes effectively.Develop detailed frameworks to guide sales processes, such as discovery calls, instead of rigid scripts. Frameworks provide a structure while allowing salespeople to customize their approach.Engage sales managers in the coaching process by providing them with dashboards to track specific behaviors and metrics. Use AI tools to gather and summarize account insights, which can help salespeople personalize their outreach and reduce the need for interrogative discovery questions.Continuously reassess and be willing to change your strongly held beliefs about sales processes. Stay informed about evolving buyer behaviors and sales technologies.Train sales teams to effectively communicate the cost of inaction to prospects. This includes painting a vivid picture of the negative outcomes of maintaining the status quo.Quote of the Show:“That's what my approach is: get the little victories, initiative by initiative.” - Jerry PharrLinks:LinkedIn: https://www.linkedin.com/in/jerrypharr/ Website: https://www.varicent.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today we have a special episode. Host Matt Benelli discusses the top ten takeaways from the twelve guests featured on Coach2Scale this quarter. Grab a coffee and listen to this episode, which highlights the key advice proven sales leaders have implemented in order to craft better, stronger teams. You don’t want to miss this! Episodes MentionedJustin Michael https://coach2scale.transistor.fm/episodes/combining-science-psychology-and-persistence-justin-michael-coach2scale-episode-048Lisa McLeod https://coach2scale.transistor.fm/episodes/selling-with-noble-purpose-lisa-mcleod-coach2scale-episode-048 Tony Rodoni https://coach2scale.transistor.fm/episodes/leader-playbooks-tony-rodoni-coach2scale-episode-049Bob Bennett https://coach2scale.transistor.fm/episodes/livin-the-dream-bob-bennett-coach2scale-episode-050Charlie Kennedy https://coach2scale.transistor.fm/episodes/transparency-in-action-charlie-kennedy-coach2scale-episode-051Mark Niemiec https://coach2scale.transistor.fm/episodes/if-you-aren-t-falling-down-you-aren-t-trying-mark-niemiec-coach2scale-episode-052Mike Sadler https://coach2scale.transistor.fm/episodes/words-matter-mike-sadler-coach2scale-episode-053Ben Rey https://coach2scale.transistor.fm/episodes/ai-your-replacement-or-your-edge-ben-rey-coach2scale-episode-054Satya Bhandary https://coach2scale.transistor.fm/episodes/coaching-is-a-two-way-street-satya-bhandary-coach2scale-episode-055Baron Baptiste https://coach2scale.transistor.fm/episodes/coaching-commitment-authenticity-baron-baptiste-coach2scale-episode-056Tanya Faddoul https://coach2scale.transistor.fm/episodes/climbing-the-career-jungle-gym-tanya-faddoul-coach2scale-episode-057Mark Kosoglow https://coach2scale.transistor.fm/episodes/the-goldilocks-zone-of-sales-mark-kosoglow-coach2scale-episode-058Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

For today’s episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth, methods to create effective demos, and the importance of a positive, fun work environment. Additionally, Mark shares his experiences with executive coaching and highlights how clear communication and ownership can drive success in leadership roles.Takeaways:Prioritize coaching methods that make tasks comfortable early on to prevent resistance to change later.Avoid the mindset of "more is better." Instead, focus on improving the quality of your team's efforts (e.g., better calls, better emails). Encourage team members to refine their skills for increased efficiency rather than just increasing quantity.Cultivate genuine connections with team members. Understand their personal and professional goals.Communicate clear and precise expectations from the start. Ensure team members understand both their baseline responsibilities and the opportunities for additional earnings (e.g., commission-based tasks).Create a safe environment for team members to express concerns and seek help without fear of blame or excessive pressure.Focus on hiring individuals with desirable traits (e.g., hard work, curiosity) rather than just relevant skills, as traits are often more challenging to develop.Maintain a positive and predictable presence as a leader. Consistency can foster trust and stability within the team.Quote of the Show:“I hire for traits, and I'll teach skill. If somebody has the traits I want, I can teach them all the sales skills.” - Mark KosoglowLinks:LinkedIn: https://www.linkedin.com/in/mkosoglow/ Website: https://www.operator.ai/ Mark's 30 Minutes to President's Club: https://open.spotify.com/episode/21jrdDJDjbhHJ7weRMXay1 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this episode of Coach2Scale, host Matt Benelli engages with Tanya Fadool, VP of Customer Innovation at DocuSign, to discuss her unique career journey likened to a 'jungle gym'. Tanya shares valuable insights on the significance of diverse teams, imposter syndrome's impact, and innovation's vital role in sales. They also discuss the importance of internal and external networks, effective mentorship, and strategies for leveraging AI in sales. Tanya emphasizes leadership's role in nurturing diverse skills and fostering an environment where everyone can thrive. Takeaways:Understand that career growth doesn't always follow a straight line; it can be more like a jungle gym. Be open to exploring different roles and opportunities within your organization.Build teams with diverse skill sets and backgrounds. This can lead to more innovative solutions, better decision-making, and stronger overall performance.Encourage individual contributors to pitch new ideas and participate in projects or pilot programs. Make innovation a mindset that everyone in the organization can adopt.Develop both internal and external networks. Internal networks can help solve problems faster and foster collaboration, while external networks can provide new opportunities and insights.Establish strong mentor-mentee relationships. Mentors should create a supportive environment and provide consistent feedback. Mentees should take the initiative to stay in touch and follow through on guidance received.Leaders should help team members overcome imposter syndrome by providing encouragement, promoting a growth mindset, and celebrating milestones.Identify and nurture skills and interests among team members, even those they may not be aware of themselves.Quote of the Show:“If you have this network that you can call on, you can bring people to the table. You can bring some diverse perspectives and you can help the client solve a problem” - Tanya FaddoulLinks:LinkedIn: https://www.linkedin.com/in/tanya-faddoul-917b81a/ Website: https://www.docusign.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this week’s episode of Coach to Scale, host Matt Benelli interviews Baron Baptiste, Founder of Baptiste Power Vinyasa Yoga and host of the Disrupt the Drift Podcast! Baron shares his journey from growing up with America's yoga pioneers to becoming a peak performance specialist for the Philadelphia Eagles and a successful author. He discusses the importance of authenticity, vulnerability, and commitment in leadership and coaching. Baron also provides insights on why leaders struggle with accountability and the importance of cleaning up messes to move forward! Takeaways:Early Start in Yoga: Baron began his yoga journey at the age of 12, later founding Baptiste Power Vinyasa Yoga, which became a renowned practice.Misconceptions of Coaching: Baron addresses common misunderstandings about coaching, emphasizing that a coach’s commitment must be matched by the individual being coached for success.Importance of Community and Culture: he underscores the value of community and culture, both in yoga and business, for fostering growth and sustainability.Vulnerability and Authenticity in Leadership: Baron discusses the challenges leaders face with accountability, highlighting vulnerability and authenticity as key components of effective leadership.Mentorship from Chip Wilson: He shares lessons from his mentorship under Chip Wilson, the founder of Lululemon, and how it shaped his approach to business and coaching.Coaching with the Philadelphia Eagles: Baron’s experience coaching professional athletes, including with the Philadelphia Eagles, offers insight into the importance of balance, generosity, and relational trust in high-performance environments.Building Relational Coaching Environments: He emphasizes the impact of creating trusted, relational environments where people can grow and develop holistically.Quote of the Show:“There's something important about cleaning up our own messes because it frees us to move forward with confidence and momentum.” - Baron Baptiste Links:LinkedIn: https://www.linkedin.com/in/baronbaptiste/ Website: http://www.baronbaptiste.com Book: https://a.co/d/2c2o3Sb Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

In this insightful episode of Coach2Scale, host Matt welcomes Satya Bhanday, SVP and Global Head of Modernization at MLogica. Satya shares his extensive experience in building and leading teams across the globe, including his time at Oracle and NIIT. The conversation delves into the myths of one-way coaching and the importance of a two-way learning process. Satya emphasizes the significance of accountability, trust, and transparency, summarizing his leadership framework as 'AT&T'. He also discusses personal branding, drawing from his experiences with influential leaders and mentors. Takeaways: Embrace Two-Way Learning: Encourage a culture where coaching is seen as a mutual learning experience. Both leaders and team members can benefit from sharing experiences and learning together.Foster Accountability Across All Levels: Cultivate a culture where accountability starts from the top and permeates through every level of the organization. Every team member should take ownership of their roles and contributions.Build and Maintain Trust: Establish a non-threatening environment where team members feel trusted to perform their tasks without micromanagement. Trust should be a foundational element of your leadership approach.Promote Transparency: Be transparent with goals, decisions, and rationales. Ensure your team understands the reasons behind decisions, especially in areas like promotions and recognitions.Personal Branding: Emphasize the importance of personal branding for your team. Encourage them to build a reputation based on their contributions and interactions with others. This helps in their personal growth and the overall brand of the organization.Feedback as a Growth Tool: Foster a culture of regular feedback, both formal and informal. Constructive feedback helps individuals grow, and an environment of trust ensures the feedback is well-received.Be a Model of Continuous Improvement: As a leader, always look for areas of improvement in your practices and encourage the same in your team. This includes being open to feedback and willing to adapt.Quote of the Show:“ We learn from each other. We can share with one another. And by doing that, the team gets better.” - Satya BhandaryLinks:LinkedIn:https://www.linkedin.com/in/satyabhandary/ Website: https://www.mlogica.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io