Coaching Greatness
How to find, lead and coach your team to greatness
Coaching Greatness.
Okay - kinda stole the subject line for this week’s email from one of the featured podcasts (Thanks Rob/KD).
But it sums up the theme for this week perfectly. As Sales leaders - how do we continue to find, lead and coach to greatness?
I penned an earlier post on the great ones in sports and a common theme was they all had great coaches they admired, looked up to - who got the best out of them. Excerpt below:
So…In this week’s edition of Stretch Weekly -
Rob Jeppsen talks with Kevin “KD” Dorsey on scaling greatness within your sales org.
6 Principles to Design Sales Coaching Curriculum from Chorus
Reid Hoffman talks about positioning your SaaS as a vitamin AND a painkiller
Plus, more snippets to help you coach, recruit and lead more all-stars to greatness.
And lastly - as always, if you find this newsletter valuable- consider sharing it with someone who might as well 👊.
STRETCH SHARES
Scaling Greatness
Loved this podcast from two great sales leaders - Kevin Dorsey and Rob Jeppsen.
KD continues to drop wisdom on:
How to lead your team (with humility and empathy)
Strategy for effective 1-1s (How are THEY doing personally?)
What and how you can learn from your top performers (You AND your reps)
How to scale greatness within your org! (look at your leaders and follow their approach)
6 Principles to Design a Sales Coaching Curriculum
As we prepare for 2021 and the SKOs, coaching and trainings that come with that - Chorus gives us 6 things to think about when designing your sales coaching curriculum. Great framework to work from.
Listen. Listen to your customers, employees and try to fully understand the sales process and where opportunities arise.
Determine Vision and Intention. Is it to boost quota attainment? Ramp new hires quicker? Optimize funnel?
Brainstorm Topics and Delivery Methods. Topics can be sales process, methodology, stages, competitors, objections, negotiation etc. Delivery could be role plays, articles, worksheets, certifications, videos etc.
Outline standards for each topic. Set metrics or rubrics for each topic to adhere to and measure success against. Design your training around achieving these.
Commit to measure. Develop a method for measuring and reporting on progress so you can stay ahead of any roadblocks.
Refine to drive adoption. Listen to your team and don't be afraid to refine the process or curriculum to drive adoption.
BONUS = Can you believe:
Be a vitamin AND a painkiller
I've mentioned this before but in my opinion, Masters of Scale with Reid Hoffman is probably the best produced podcast around.
This episode takes us through Hearsay's journey from startup to SaaS company and why it’s important to position your product as a painkiller AND a vitamin.
In my experience - if you can have successful case studies for both, and communicate that to your buyers - you're one-step ahead of the competition and you’ll see your closing percentages skyrocket.
"I believe you should strive to make your business a vitamin AND a painkiller."
- Reid Hoffman
STRETCH VP POST 👇
Top Closers in Sports and Selling
How Tiger Woods, Michael Jordan, Tom Brady and Michael Phelps share four key traits to winning — and how we can emulate these in sales to close more deals.
STRETCH SNIPPETS
😎 Harry Stebbings is back with another great SaaStr episode on How to effectively sell to mid-market.
💌 Fantastic example of a personalized, well thought-out outbound email from Nick Burger from Clari. Must read!
👀 Todd Caponi talks about busting the "pipeline coverage myth" - and what he did wrong as sales leader.
👉 Tiffany Pham gives us The Top 5 Leadership Soft Skills You Need to Empower Your Team via Entreprenuer.com.
🎯 Check out Jason Lemkin’s 10 Simple Tips to Do Better This Quarter -- With The Leads You Already Have and see how you can impact Q4!
🙅♂️ Awesome post from Scott Leese on rejection in sales and what we can do to stay in the game and keep pushing.
🥶 Send this “Cold Email Grader” to your team and have them use it to form better emails - based on data from Sales Hacker, Outreach and Regie.
📊 Liked this thought from Belal Betrawy encouraging innovation with SDR outreach by focusing on results instead of activity.
⚾️ Have you “Moneyballed” your SaaS Sales hiring strategy yet? Jonathan Sroka hits this one out of the park with tips on finding those unknown star players.
🧠 Mindset Matters
That’s it. Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up below if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights and experiences as well as best practices to overcome common hurdles, obstacles and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader or content producer in the SaaS space? We’d love to have you contribute. Contact Me HERE.
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