Coach2Scale: How Modern Leaders Build A Coaching Culture

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 that might be hard to hear, but it is something we should work through.”



Quote of the Show:
  • “Always ask for feedback, always seek out coaching wherever you can find it, you'll never not need it.” - Amy Appleyard

Links:

Shoutouts:
  • Carrie Ann Carter

Ways to Tune In:


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

Creators and Guests

Host
Matt Benelli
Co-Founder, CoachEm™ * Proud Dad/Husband * Entrepreneur * Leader * Coach * Risk Taker

What is Coach2Scale: How Modern Leaders Build A Coaching Culture?

Coach to Scale is sponsored by CoachEm, the world's first AI coaching execution platform that leverages evidence-based coaching to increase quota attainment.

Join Host Matt Benelli for conversations with management professionals in B2B companies who share the belief that effective coaching improves the performance of every team member. Our mission is to help leaders become better coaches.