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.
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Focus on What You Control
- Market uncertainty is uncontrollable, so focus on improving sales skills instead.
- Building a culture oriented to continual personal development creates a competitive edge.
Establish a Coaching Weekly Rhythm
- Set a morning routine to review calls and leave coaching comments.
- Use weekly one-on-ones and team calls to provide consistent coaching and role play for skill development.
Prepare One-on-Ones Like Clients
- Prepare one-on-ones like client meetings with a clear agenda.
- Use a Sunday weekly review to set priorities and invite rep input on topics.