#101 How to not coach your reps - with Richard Harris™, The Harris Consulting Group

Richard Harris, sales advisor, trainer, and founder of the Harris Consulting Group, joins Philipp and Janis to talk about what truly separates elite sellers from the rest. Richard shares his frameworks for coaching, running better pipeline conversations, improving forecast accuracy, and creating an environment where sales and RevOps actually partner.

We cover:

• What top-performing reps do differently

• How to coach around pipeline, qualification, and stalled deals

• Why “gut feeling” selling breaks forecasting

• The questions leaders should ask in every deal review

• How RevOps and sales can build trust instead of tension

• Why better data ≠ better selling (and what actually moves the needle)

• How to improve pipeline hygiene without overwhelming reps

• The mindset shift leaders need to build accountable teams

• Practical exercises for managers to level up their coaching

Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415

Weflow: https://getweflow.com

RevOps Chat Community: https://getweflow.com/community

RevOps Resources: https://getweflow.com/revops

Janis on LinkedIn: https://www.linkedin.com/in/janiszech

Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

(00:00:00) Intro & Meet Richard(

00:02:18) What Elite Sellers Do Differently

(00:06:41) Coaching Reps Beyond “Gut Feeling”

(00:10:24) Red Flags in Pipeline & Qualification

(00:13:23) Practical Questions for Deal Reviews

(00:17:54) Building Trust Between Sales & RevOps

(00:21:35) Improving Pipeline Hygiene at Scale

(00:26:40) Why Better Data Doesn’t Fix Everything

(00:31:15) Leadership, Accountability & Team Culture

(00:36:02) Book Recs & Final Thoughts