Sales Transformation #370 S2 Episode 239 - OBJECTIVITY, REPETITION, SPECIFICATION: The Top 3 Qualities Of Effective Coaching
Sometimes in our lives, we need a slap in the face to realize where to improve. That’s what Tommy is, a big slap to your face because he is there to ask questions, push back, and give feedback. Join Tommy together with Collin to discuss the power of repetitive review and specific feedback, only here in the latest episode of Sales Transformation.
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HIGHLIGHTS
- Tommy's reviewing process
- Reviewing from an objective standpoint
- It's asking questions, not giving answers
- Repetitive reviewing is key
- Ask for specific feedback
QUOTES
How Tommy reviews his calls:
“Everything I was watching the first time through, was only for the non-verbal was the body language, all the things we can control, no different than in sales.”
Tommy on objectivity with reviews:
“You have to be objective when you're watching this. Like you can't, I can't look at it, as Tommy, the ref, I need to look at it as somebody sitting up in the 20th row at this game.”
Tommy asks questions, not answer them:
“It's not giving the answer. The answer is already inside of them. It's asking questions, it's asking tough questions, and I often joke that the reason you hire me is that I'm gonna push back because a lot of the people I work with, they don't have a lot of people in their lives that tell them no, and that's what I'm there for.”
Tommy on repetitive review:
“If you said for the last three weeks, if you're in sales, you want to get better at your opening, and you keep listing that for three weeks.”
Tommy’s advice on getting feedback:
“Not I think I know will be helpful, not only to individual contributors at the sales level but even if you're in leadership, one of my mentors, actually shared this with me when you go to ask for feedback, ask for specific feedback.”
Connect with Tommy and learn more about what he’s been working on!
Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:
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