The Science of Scaling
The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast)
Jul 11, 2024
Jonathan Vassil, the Chief Revenue Officer at Toast, shares insights into building an effective coaching culture that significantly boosts sales performance. He explains how over three hours of coaching monthly can enhance productivity and how prioritizing work ethic can revolutionize hiring. Vassil discusses innovative commission structures that tie pay to team success and the importance of transparent performance metrics. He also emphasizes the evolution of coaching practices and the critical traits necessary for nurturing a high-performing sales team.
31:32
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Quick takeaways
- A strong sales coaching culture significantly enhances performance, with over three hours of coaching correlating to a 7% quota increase.
- Hiring based on work ethic and coachability, instead of solely on experience, is crucial for building a successful sales team.
Deep dives
The Impact of Coaching on Sales Performance
Sales representatives who receive more than three hours of coaching per month have been shown to exceed their quotas by an average of 7%. In contrast, those receiving less than two hours typically fall short by 10%. Despite this evidence, a study revealed that managers often prioritize their time away from coaching activities. Enhancing coaching practices within a sales team can significantly improve overall performance and drive revenue growth.
