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Coach2Scale
United States
เข้าร่วมเมื่อ 27 มิ.ย. 2023
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.
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.
Leadership Lessons & Coaching Insights with Matt Benelli @Coach2Scale Podcast
What if your beliefs about feedback and coaching timelines are holding you back? Guest host Colum Lundt, CEO of CoachEm, takes the helm to interview our regular host, Matt Benelli! Both are co-founders of CoachEm and share the myths and misconceptions about coaching sales teams. Matt dismantles the notion that coaching yields immediate results, likening this misconception to expecting instant mastery in swimming. They advocate for feedback that strikes a balance, highlighting strengths while pinpointing areas for improvement, and the power of self-assessment that transforms coaching into a nurturing ground for growth.
Navigating the murky waters of management can be daunting for new leaders. Our discussion uncovers the universal struggle of setting expectations and the weight of maintaining accountability within teams. Through candid anecdotes, they uncover why some managers shy away from difficult conversations and the all-too-common trap of wanting to be liked. By modeling self-accountability and utilizing strategies like setting clear goals, holding regular one-on-one meetings, and providing timely feedback, managers can foster an environment of responsibility and success within their teams.
Finally, Matt explores the art of leadership through preparation and engagement. We highlight how leaders like Mike Myers and Bill Belichick exemplify humility, discipline, and adherence to team values. These seasoned mentors teach us the importance of thorough preparation, the strategic use of "commander's intent," and conveying messages from higher-ups in an inspiring way. Matt reflects on how building a team around shared values paves the way for long-term success.
Chapters:
(00:00) Building Coaching Cultures
(15:27) Accountability and Effective Management Strategies
(31:48) Effective Leadership Lessons Learned
(43:32) Coaching Lessons and Leadership Attributes
Takeaways:
Long-term Investment in Coaching: Sales coaching is not about immediate results. It's a long-term investment in behavior change, similar to learning a new skill. Sales leaders should approach coaching with patience and commitment, focusing on gradual improvement over time.
Balanced Feedback: Effective feedback should be balanced, highlighting both strengths and areas for improvement. Encouraging self-assessment among team members can create a more constructive and positive coaching environment, promoting growth and development.
Accountability and Modeling Behavior: Sales leaders must hold themselves accountable before they can effectively hold their teams accountable. Modeling the behavior they wish to see in their teams is crucial for setting clear expectations and maintaining accountability.
Structured Management Strategies: Implement structured strategies such as setting clear goals, tracking progress, and providing timely feedback. Address underperformance immediately to prevent issues from escalating, and maintain regular one-on-one meetings to reinforce accountability.
Leadership Beyond Directing: Leadership involves preparation, engagement, and composure under pressure. Convey motivational messages effectively and focus on building inclusive environments. Use the "commander's intent" concept to guide teams towards common objectives.
Commitment to Self-Development and Curiosity: Encourage a commitment to self-development and foster a culture of curiosity within the team. These traits can be developed and are essential for continuous improvement and effective leadership.
Ways to Tune In:
Spotify: open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
TH-cam: www.youtube.com/@Coach2Scale
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
Navigating the murky waters of management can be daunting for new leaders. Our discussion uncovers the universal struggle of setting expectations and the weight of maintaining accountability within teams. Through candid anecdotes, they uncover why some managers shy away from difficult conversations and the all-too-common trap of wanting to be liked. By modeling self-accountability and utilizing strategies like setting clear goals, holding regular one-on-one meetings, and providing timely feedback, managers can foster an environment of responsibility and success within their teams.
Finally, Matt explores the art of leadership through preparation and engagement. We highlight how leaders like Mike Myers and Bill Belichick exemplify humility, discipline, and adherence to team values. These seasoned mentors teach us the importance of thorough preparation, the strategic use of "commander's intent," and conveying messages from higher-ups in an inspiring way. Matt reflects on how building a team around shared values paves the way for long-term success.
Chapters:
(00:00) Building Coaching Cultures
(15:27) Accountability and Effective Management Strategies
(31:48) Effective Leadership Lessons Learned
(43:32) Coaching Lessons and Leadership Attributes
Takeaways:
Long-term Investment in Coaching: Sales coaching is not about immediate results. It's a long-term investment in behavior change, similar to learning a new skill. Sales leaders should approach coaching with patience and commitment, focusing on gradual improvement over time.
Balanced Feedback: Effective feedback should be balanced, highlighting both strengths and areas for improvement. Encouraging self-assessment among team members can create a more constructive and positive coaching environment, promoting growth and development.
Accountability and Modeling Behavior: Sales leaders must hold themselves accountable before they can effectively hold their teams accountable. Modeling the behavior they wish to see in their teams is crucial for setting clear expectations and maintaining accountability.
Structured Management Strategies: Implement structured strategies such as setting clear goals, tracking progress, and providing timely feedback. Address underperformance immediately to prevent issues from escalating, and maintain regular one-on-one meetings to reinforce accountability.
Leadership Beyond Directing: Leadership involves preparation, engagement, and composure under pressure. Convey motivational messages effectively and focus on building inclusive environments. Use the "commander's intent" concept to guide teams towards common objectives.
Commitment to Self-Development and Curiosity: Encourage a commitment to self-development and foster a culture of curiosity within the team. These traits can be developed and are essential for continuous improvement and effective leadership.
Ways to Tune In:
Spotify: open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
TH-cam: www.youtube.com/@Coach2Scale
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
มุมมอง: 26
วีดีโอ
The Numbers Are Speaking. Are You Listening? - JD Sillion - Coach2Scale - ep69
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What if everything you thought you knew about leadership was turned on its head? Join us for an enlightening conversation with J.D. Sillion, a two-time CEO and three-time CRO, as he dissects the myths surrounding leadership and unveils a powerful framework for guiding teams through both high-growth and turnaround situations. Drawing inspiration from sports legends like Phil Jackson, J.D. emphas...
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Good to Great Over Bad to Good - Ed Diller - Coach2Scale - Episode # 67
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In today’s episode, Matt interviews Ed Diller, Sales Leader at New Relic. They explore effective coaching practices and myths in sales leadership. They discuss the importance of strategic communication, creating win-win scenarios, and maintaining work-life balance in a post-COVID world. Ed shares valuable lessons from his extensive career, emphasizing the need for risk-taking, clear communicati...
Coaching ↔️ Two Way Street - Derek Bates - Coach2Scale - Episode # 66
มุมมอง 86หลายเดือนก่อน
Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek's unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at...
From Hamster Wheel to High Performance - Mark Roberge - Coach2Scale - Episode # 65
มุมมอง 384หลายเดือนก่อน
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 ...
Consistency, Urgency & Lombardi’s Lessons - Pat Deskin - Coach2Scale - Episode # 64
มุมมอง 53หลายเดือนก่อน
Consistency, Urgency & Lombardi’s Lessons - Pat Deskin - Coach2Scale - Episode # 64
Empathy Isn’t Easy, Accountability Isn’t Optional - Jill Harris - Coach2Scale - Episode # 63
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Empathy Isn’t Easy, Accountability Isn’t Optional - Jill Harris - Coach2Scale - Episode # 63
Don’t Wait to Lead - Steve Boss - Coach2Scale - Episode # 62
มุมมอง 712 หลายเดือนก่อน
Don’t Wait to Lead - Steve Boss - Coach2Scale - Episode # 62
Potential Realized, Impact Delivered - Michelle Benfer - Coach2Scale - Episode # 61
มุมมอง 782 หลายเดือนก่อน
Potential Realized, Impact Delivered - Michelle Benfer - Coach2Scale - Episode # 61
Transforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 60
มุมมอง 482 หลายเดือนก่อน
Transforming Sales From Enablement to Behavior Change - Jerry Pharr - Coach2Scale - Episode # 60
Q3 Top 10 Takeaways - Coach2Scale - Episode # 059
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Q3 Top 10 Takeaways - Coach2Scale - Episode # 059
The Goldilocks Zone of Sales - Mark Kosoglow - Coach2Scale - Episode # 058
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The Goldilocks Zone of Sales - Mark Kosoglow - Coach2Scale - Episode # 058
Climbing the Career Jungle Gym - Tanya Faddoul - Coach2Scale - Episode # 057
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Climbing the Career Jungle Gym - Tanya Faddoul - Coach2Scale - Episode # 057
Coaching, Commitment, & Authenticity - Baron Baptiste - Coach2Scale - Episode # 056
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Coaching, Commitment, & Authenticity - Baron Baptiste - Coach2Scale - Episode # 056
Coaching is a Two Way Street - Satya Bhandary - Coach2Scale - Episode # 055
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Coaching is a Two Way Street - Satya Bhandary - Coach2Scale - Episode # 055
AI - Your Replacement or Your Edge? - Ben Rey - Coach2Scale - Episode # 054
มุมมอง 573 หลายเดือนก่อน
AI - Your Replacement or Your Edge? - Ben Rey - Coach2Scale - Episode # 054
Words Matter - Mike Sadler - Coach2Scale - Episode # 053
มุมมอง 834 หลายเดือนก่อน
Words Matter - Mike Sadler - Coach2Scale - Episode # 053
If You Aren’t Falling Down You Aren’t Trying - Mark Niemiec - Coach2Scale - Episode # 052
มุมมอง 804 หลายเดือนก่อน
If You Aren’t Falling Down You Aren’t Trying - Mark Niemiec - Coach2Scale - Episode # 052
Transparency In Action - Charlie Kennedy - Coach2Scale - Episode # 051
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Transparency In Action - Charlie Kennedy - Coach2Scale - Episode # 051
Livin’ The Dream- Bob Bennett - Coach2Scale - Episode # 050
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Livin’ The Dream- Bob Bennett - Coach2Scale - Episode # 050
Leader Playbooks - Tony Rodoni - Coach2Scale - Episode # 049
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Leader Playbooks - Tony Rodoni - Coach2Scale - Episode # 049
Selling With Noble Purpose - Lisa McLeod - Coach2Scale - Episode # 048
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Selling With Noble Purpose - Lisa McLeod - Coach2Scale - Episode # 048
Curiosity + Persistence = Success - Justin Michael - Coach2Scale - Episode # 047
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Curiosity Persistence = Success - Justin Michael - Coach2Scale - Episode # 047
The Missing Ingredient in GTM Success - Colum Lundt - Coach2Scale - Episode # 046
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The Missing Ingredient in GTM Success - Colum Lundt - Coach2Scale - Episode # 046
Leading in Uncertain Times - Alix Douglas - Coach2Scale - Episode # 045
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Leading in Uncertain Times - Alix Douglas - Coach2Scale - Episode # 045
Modern Social Selling Tactics - Mandy McEwen - Coach2Scale - Episode # 044
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Modern Social Selling Tactics - Mandy McEwen - Coach2Scale - Episode # 044
Listening, Curiosity, and Leadership - Rob Merklinger - Coach2Scale - Episode # 043
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Listening, Curiosity, and Leadership - Rob Merklinger - Coach2Scale - Episode # 043
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Curiosity Over Confidence - David Priemer - Coach2Scale - Episode # 042
Coaching Winning Teams: The “IT” Factor - Matt Benelli - Coach2Scale - Episode # 041
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Coaching Winning Teams: The “IT” Factor - Matt Benelli - Coach2Scale - Episode # 041
Hi from Chile! Are you still married Bob?
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This episode really opened my eyes! Loved the idea that if you want the next job, start doing it now-never thought about it that way. Also, being your true self at work and at home really does make a difference. It's refreshing to hear that managing up is actually harder than managing down, something that’s rarely talked about. The points about needing mentors for both good times and tough times and the dangers of "learned helplessness" were gems. Can't wait to hear more!
Wonderful Content
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Such a great call out, Steve! You cannot have all of the answers. This is especially a pitfall for the "super reps." It's critically important as it relates to scalability to "teach a man to fish."
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Always inspiring to learn from you, Michelle! Absolutely love your approach to leadership and emphasis on skills development coaching. Great listen!
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The lies! It’s strictly a checklist item to avoid legal action.
Using data to guide and measure effective coaching...YES!
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So many nuggets. Appreciate the consolidated highlights! :)
th-cam.com/video/a3XCZqpvb-E/w-d-xo.html
What an inspiring episode! Tanya’s insights on embracing diverse teams and navigating career paths like a jungle gym are truly empowering-innovation thrives when we all contribute! 🌟
What a valuable conversation! I love Mark's focus on quality coaching and hiring for traits over skills-it's a game-changer for building strong, effective teams. 🌟
More is definitely not always better! Better is better! Love the reminder to focus on quality over quantity with your teams.
Check out 30 Minutes to President's Club: www.youtube.com/@30MPC
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Love the jungle gym analogy for career growth! It is definitely not always a straight line.
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Loved the discussion about transactional vs relational interactions. Was just talking to someone about this, with regard to yoga class. But it is relevant everywhere! Nice job Matt.
Incredible advice from a true global leader!
I consume a lot of Baron’s content as someone who attended several of his trainings and went through his certification process but I’m also an entrepreneur and I appreciate this conversation so much because of the insight Baron brought that merges yoga principals, leadership, business and more.
"Being a yes" Yes please! Love this.
I love his message, coming from generosity and care.
Great work Matt. Don’t take your hands off the wheel!!! Take ownership
Thanks a lot my man. Great to hear from you. Hope you’re doing well!
Learning from the strengths of teammates is a sure way to broaden your sales tool belt and improve performance quickly!
Personalizing your approach to leadership is critical! Tools like CoachEm can help tremendously with creating a unique approach!
Fostering a healthy culture of feedback is a game changer - both giving and receiving! Great podcast!
You are correct in saying that sales-profession is not disappearing because of AI, however the number of people in your team will go down. Between 30% and 60%. Your team of 5 will drop to 2 or 3 people, simply because of how much better AI will be in 'crunching numbers.'
Excellent podcast. Thanks for sharing
AI is the superpower - CoachEm has been utilizing that all along! Great convo!
Agree!!
Great session, Mike! Whole heartedly agree that cold calling is NOT dead!
It’s only dead if you don’t pick up the phone!!!
Love the Ted Lasso reference and ... Always celebrate the achievements of the team and take responsibility for failures! Quality message!
Great insights!
Thanks for chiming in @alejandroMassri
Love the emphasis on regular 1:1's! CoachEm is a great platform to leverage to ensure consistent and personalized 1:1's are happening!
Love the conversation around meaningful mentorships and the inspirational list Mark keeps on his desk!
very cool
Huge fan of Brent but how do you become customer centric you change your sales a whole companies kpis compensation and goals to help your customers succeed and then break about it to them and on social media. 🎉🎉🎉 You'll never be customer-centric your kpis compensation and goals are polar opposite to what's best for the customer IE Wells Fargo Bank and cross-selling. 3.5 million fraudulent account setup because every Bank employee became a traditional salesperson salesperson.😢😮😮
Luv brent!🎉🎉🎉
Finally I hear people talking about giving you s*** about sales professionals and their families. I've written two books I'm so passionate most sales managers don't give a s*** about their salespeople, if they did there wouldn't be a decade Plus sky high continue turnover among sales professionals kpis compensation and goals sometime almost impossible to reach which can create unethical behavior not doing what's best perspective buyer. I've been reviewed hundreds of hundreds of salespeople they live lives of no job security they have on average and B2B companies three times the turnover rate the average has been 18 to 14 months that's the honor system for two decades. There's been research top sales trainers admit that 92% of the training doesn't last more than 60 days. Oh yeah we're sitting the sellers up for success, BS.😢 A solution which I spell out in my second book broken 💔 is for companies to change the compensation to customer-centric kpis compensation in goals and strive to have industry experts with years of experience and then brag on social media your sales professionals are industry experts have three times the experience like the competition.🎉🎉🎉
Great conversation! "decentralize command"
I had a boss who once (when I got pretty lucky on a deal) said, "I'd rather be lucky than good any day of the week." :)
Compound Experience! I love that concept and so valuable to have that mindset.
Love the takeaways on Situational Leadership - know when to be directive and when to coach! Speaks directly to the power of the CoachEm platform as a tool.
Great clip, Matt. It's true, reps don't get trained enough to be speaking in customer's problem verbiage. The responsibility then rolls down to the rep and they're wondering why they aren't making bank or setting appointments.
Engage the moveable middle! This is the way. I have, personally, experienced success as a sales leader investing my time coaching these folks up.
No better example than a personal one. Nobody can ever argue with that!
"A noble purpose inspires sacrifice, stimulates innovation and encourages perseverance." - Gary Hamel