Coach2Scale: How Modern Leaders Build A Coaching Culture

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 Roberge
Links:
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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 & Guests

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

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

Welcome to Coach2Scale - How Modern Leaders Build Coaching Cultures

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.

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