Sales Strategy & Enablement by Revenue.io

A Conversation with Brian Souza

Oct 7, 2022

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Brian Souza is the Founder and CEO of ProductivityDrivers, Inc. and the Author of the New York Times Bestselling Book The Weekly Coaching Conversation. There's a correlation between the quality and quantity of coaching that one receives and his/her level of performance improvement.

Today, Brian shares about the situation of constructive coaching in teams and how most individuals report never really getting any developmental feedback. He dives into the reality of coaching and how to prepare yourself to be a remarkable coach whether you’re in a manager role or not.

HIGHLIGHTS

Why more and more are still defaulting to just wanting to be a manager
The influence of technology and strategy in solving the disconnect between sellers and their managers.
A need for reinforcement in coach training in the skill and human levels
Reset to create a high-performance environment conducive to coaching

QUOTES

There's often no incentive at the top to be better at closing deals - Brian: "It really boils down to efficiency versus effectiveness. I think that, as an industry and as sales leaders, there's this outdated paradigm that they're coming from. 'I need to have 3-4x the pipe in my funnel for my reps. I need to hit these activity metrics and all of these demos.' The metrics play a role but as sales leaders, they're not focused on the effectiveness side of it."

How are sales leaders evaluating performance? - Brian: "What if I close the big deals, I'm number 1 and crush my number, but 70% of my team aren't making their number? So I think we have to take this holistic view of performance and understand that if you truly want to build a world-class, high-performance team and organization, you have to take that holistic approach to performance and evaluate it at all levels."

One of the mindset shifts that need to happen for a manager - Brian: "The operations part of your job and the people development part of your job are not separate and distinct, they're one and the same. If you have the right framework, the right skill set, and the right mindset, you can transform almost any conversation with your team member into a constructive coaching conversation."

Find out more about Brian and get his book in the links below:

LinkedIn: https://www.linkedin.com/in/briansouza/
Website: https://www.productivitydrivers.com/homepage
Amazon: https://www.amazon.com/Weekly-Coaching-Conversation-Business-Taking/dp/0984762515