Coaching Through Chaos
Learnings and practices to stretch, and inspire your team as you coach through chaos
Hey there team-
We’re experiencing one of the more magical timestamps in sports.
We have the NFL in full swing, NCAA Football Playoff Races becoming more clear, NBA underway, World Cup once again, and we just finished the World Series!
What does this have to do with anything sales related?
It’s proven time and time again, the best performing sports AND sales teams, usually have one thing in common - a Great Coach.
I’ve written about this topic several times over, (if you’re new here, check out these past editions)
And especially with the chaos of today’s economic uncertainty and climate, I feel this something we can focus on when the sky sometimes looks a bit gray.
As always, after collecting an abundant roster of content - I figured we’d give this another run around the pitch...
In this week’s edition of Stretch Weekly -
Hear from Rob Jeppsen on 4 coaching myths that will have us sales leaders spending time in the wrong places.
Devin Reed proves that coachings wins championships and gives us the blueprint on how to become a legendary sales coach.
Plus - more snippets to help you stretch, and inspire the team to do something great as you coach through the chaos!
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Long-Standing Coaching Myths
Really enjoyed this article/post from Rob Jeppsen on sales leadership urban legends. Coaching myths that will have us sales leaders spending time in the wrong places. In summary:
The “Middle Myth”. Assumes 10-15% are top reps, and 10% bottom with the rest in the middle.
The “Anchor Myth”. Assumes “Don't waste time with under performers and don't spend time with the top performers unless they ask for it.”
The “Activity Myth”. More activities = More Production.
The “Shift Myth”. Reps can’t improve, so don’t try. Spend your time in the middle.
Rob goes on to say, these findings/myths are from publications from 2005 and things have changed dramatically since then.
Curves shift. They can shift fast.
Growth > Grind.
Every member of your team can improve if they choose it.
No two teams are composed the same.
How to Become a Legendary Sales Coach
I really like this article from Devin Reed that proves that coachings wins championships and gives us the blueprint on how to become a legendary sales coach.
Devin divides sales coaching into three pillars: motivation, strategic guidance, and skills development.
Motivation: Unlock self-discovery. (Ask leading questions instead of giving answers).
World-class coaches extract realizations from their players. They don’t yell answers at them, but instead, guide them toward self-realizations.
Strategic Guidance: Don’t just coach calls, coach deals
Reps lose deals because risks sneak up and bite them (and you!). But remember, those risks aren’t invisible, they’re just unseen.
Skills Development: Get your team to watch game tape.
Your job as a coach is to get what works out of their heads and share it with the rest of your team.
There’s more in the article (link below), but to help get your started, Devin also put together THIS sales coaching template to use in your next 1:1s…
STRETCH SNIPPETS
😰 Excellent and pertinent read from Meret Wedell -Wedellsborg on How to Lead When Your Team is Exhausted - and You Are, Too
🐳 Great insight from Jamal Reimer who breaks down bad and good manager coaching.
🧢 Double Header from Kevin Dorsey.
First he talks about common mistake leaders make is recognizing people the way WE like to be recognized. Get to know what THEY care about.
Second - gives us an excellent blueprint on how to lead AFTER layoffs.
😬 By now - I’m assuming y’all are following Corporate Bro. Hilarious - yet embarrassingly cringey recap of the types of managers we are, or have had.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up 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. Just reply to this email and I’ll be in touch.
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