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ACTIONABLE TAKEAWAYS:
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Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development.
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Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress.
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Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback.
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Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals.
CHARLES' PATH TO PRESIDENTS CLUB
- Founder @ Carroll Sales Consulting
- VP of Enterprise Sales @ FullStory
- Head of Enterprise & Strategic Sales @ Recurly
- Sales Director @ NewsCred
RESOURCES DISCUSSED
