30 Minutes to President's Club | No-Nonsense Sales
How to Coach Your Reps Like a Top 1% Sales Leader | Alex Kremer | Ep. 292 (Lead)
Mar 6, 2025
In this discussion, Alex Kremer, Founder & CEO of Alluviance and former sales leader at Outreach and Microsoft, shares invaluable coaching insights for sales managers. He emphasizes the importance of avoiding last-minute changes to a rep's strategy, sticking to one coaching theme for progressive improvement, and aligning on emotional tone before calls. Kremer also highlights the need for managers to adapt their roles based on the experience level of their reps, ensuring effective communication and support for team growth.
41:17
Episode guests
AI Summary
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- Avoiding last-minute coaching before calls preserves reps' confidence and prepares them better for meaningful client engagement.
- Focusing feedback on consistent themes rather than multiple points after calls enhances reps' self-awareness and encourages continuous improvement.
Deep dives
Coaching Discovery Effectively
The podcast emphasizes the significance of coaching sales representatives during the discovery phase of sales calls. It discusses how effective coaching involves not directing reps right before meetings, as this can undermine their confidence and disrupt their preparation. Instead, coaching should focus on helping reps develop a structured understanding of their prospects and the context of the sale. By guiding reps to identify problems and formulate hypotheses based on research, they are better equipped to engage with clients meaningfully.
Remember Everything You Learn from Podcasts
Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.
