30 Minutes to President's Club | No-Nonsense Sales 226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
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Jun 20, 2024 
Levi Thomas from CaptivateIQ shares strategies for identifying and coaching deal blockers on sales teams. Topics include reviewing call recordings, implementing automated reports for closed lost deals, customizing training programs, and securing commitment from managers and top reps. Key points cover training strategies, documenting and reinforcing training over time, deal acceleration cheat codes, navigating manager buy-in, dealing with resistant team members, and coaching on lost sales opportunities.
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Focus Coaching on Key Calls
- Focus coaching on a few key calls or behaviors, not many random ones.
- Spend time identifying these calls to reinforce positive outcomes or address recurring issues.
Coach Closed Lost Deals
- Coach closed lost deals rather than active deals since reps are less defensive.
- This makes reps open to constructive feedback and learning opportunities.
Coaching Strategy: The Three Rs
- Have a coaching strategy that's relatable, relevant, and reinforceable.
- Ensure training topics impact reps' daily work and can be reinforced over time.