Outbound Squad
How to coach your reps + world-class discovery with Keith Weightman
Apr 22, 2025
Keith Weightman, RVP of National Accounts at Bullhorn, specializes in coaching and sales leadership. In this conversation, he shares insights on fostering a coaching culture that benefits both reps and leaders. He highlights effective strategies for impactful discovery calls, emphasizing preparation and stakeholder involvement. Weightman also discusses the importance of continuous improvement and curiosity in sales, and how to build trust with clients through storytelling and insightful questioning, transforming the sales experience.
52:26
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Quick takeaways
- Creating a coaching culture enhances individual skill development and boosts team morale, essential for sales performance improvement.
- Effective discovery calls require thorough preparation and strategic questioning to engage multiple stakeholders and uncover deeper business impacts.
Deep dives
The Importance of Coaching in Sales Management
Sales managers often receive minimal training in coaching techniques, which is concerning given their crucial role in developing team performance. Many frontline leaders lack the tools needed for effective one-on-one meetings, which can lead to missed development opportunities for their team members. A productive coaching environment requires preparation, just as one would prepare for client meetings, ensuring that both leadership and representatives maximize feedback sessions. Establishing a culture of coaching not only improves individual skills but can also enhance overall team morale and performance.
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