{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Coach2Scale: How Modern Leaders Build A Coaching Culture","title":"Coaching The Whole Salesperson - Amy Appleyard - Coach2Scale - Episode # 009","html":"","width":"100%","height":180,"duration":2742,"description":"Today’s guest is a cybersecurity and sales veteran with over 15 years of experience in driving high-growth sales organizations. Amy Appleyard is the Chief Revenue Officer at LastPass and a Limited Partner at Stage 2 Capital. Through their conversation, Amy and Host Matt Benelli discuss why sales leaders need to coach the whole person (02:31), why one-on-one meetings are vital (18:58), and the personal nature of great coaching (22:57).Takeaways:Salespeople are not only motivated by money and sales coaching should not be thought of as just putting more into motivating salespeople.To get someone who puts every effort into helping everyone in the organization understand their job and help our customers, you must coach the whole person.Coaching the whole person includes everything such as the end of the sales cycle and closing a deal, but a lot of it is asking questions, thinking about someone's career path, and finding some very specific things are trying to work on. If you coach those, success will follow.Training is not the same as coaching. For example, showing someone how to enter data into a CRM is training. Whereas, providing specific feedback on how an individual can improve their demeanor in a discovery call to set themselves up for success is coaching.Great coaches ask great questions. Here are two great questions to get you started: What’s the best for you to learn? Tell me about a time when you had a really great week;  why did it feel so good?Prior to providing feedback, you should build a relationship with the individual so they are comfortable with receiving both positive and negative feedback. If you’re providing negative feedback to someone, it can be better if they have a chance to read it first before hearing it from you face-to-face or in a meeting. If you know that you’ll be sharing something negative with someone in a meeting, preface it by framing it in an email to them saying something to the effect of, “Hey, I wanted to share some feedback...","thumbnail_url":"https://img.transistorcdn.com/opvAF1t5mX5oS98f075ruJp2ACzoZiGPMnZPHMPw65A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzQyODUzLzE2ODc4/ODc0MDgtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}