Like many sales reps, Richard Smith was thrown into the deep end in his first sales role as an SDR. Along the way, he developed his skills via trial and error, receiving little feedback on his performance.

Sure, he made it.

But he thought, “Wouldn’t I have made it sooner if someone had coached me?”

That driving thought has been the engine for confounding Refract — a sales coaching company that analyzes sales conversations and helps “unlock the black box” of those conversations so sales leaders can effectively coach their sales teams.

Richard came on the B2B Revenue Acceleration podcast to share some insights into how sales leaders and managers can rethink sales coaching.

What we talked about:

Sales leaders believe in coaching (but they still aren’t coaching)
Time & lack of training are the 2 reasons leaders don’t coach
Sales leaders can utilize tech to save time & measure coaching
Tech supplements culture, but culture comes first
Tech saves time
Tech enables peer-to-peer coaching
Tech helps measure & track coaching

This is an interview with Richard Smith, Cofounder & Head of Sales at Refract.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

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