30 Minutes to President's Club | No-Nonsense Sales The Coaching Blueprint: How to Develop Reps Like a Pro Leader | Adam Carroll | Ep. 294 (Lead)
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Mar 13, 2025 In this episode, Adam Carroll, founder of Carroll Sales Consulting and former VP of Enterprise Sales at FullStory, shares his expertise in sales coaching. He emphasizes the importance of giving immediate feedback after calls to enhance learning. Adam proposes a structured coaching cadence and highlights the necessity of reviewing calls with clear themes. He also encourages exploring new training methods beyond role plays, advocating for documenting key questions and mapping org charts to enable multithreading. Perfect for sales leaders eager to boost their team's performance!
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Structured Coaching Plan
- Create a coaching plan using the IDEA framework: Identify, Deliver, Ensure action, and Assess.
- This ensures consistent, high-quality coaching, even with busy schedules.
Immediate Feedback and Practice
- Provide feedback within 24 hours for maximum impact and behavior change.
- If a rep's next call isn't soon, use role-plays or AI tools for quicker adoption.
Measure Adoption, Not Just Outcomes
- Measure adoption of coaching techniques through micro KPIs, not just end outcomes.
- Track metrics like the number of pain questions asked or deal stage conversion rates.