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)

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!

38:10

Episode guests

Adam Carroll

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Immediate feedback after calls significantly enhances reps' performance and retention of coaching lessons in real-world scenarios.

Creating a structured coaching cadence with defined sessions and themes ensures consistent development and measurable improvements in sales skills.

Deep dives

The Importance of a Coaching Plan

Coaching in a sales environment requires a structured plan to be effective. A framework called IDEA is recommended, where the first step is to identify specific coaching themes for each representative. This focuses on areas that need improvement, such as asking better discovery questions. By establishing clear actions and assessing their implementation, managers can provide targeted support that ultimately leads to increased performance.

Intro

5min

Optimizing Sales Coaching Through Metric Measurement

2min

Structured Coaching for Sales Success

19min

Effective Coaching Practices for Sales Leaders

3min

Effective Coaching Strategies for Sales Reps

3min

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ACTIONABLE TAKEAWAYS:

Give Immediate Feedback: Don’t wait until later—debrief with reps right after a call while the details are fresh. Sales has lost this habit with back-to-back Zoom meetings, but it’s critical for development.
Create a Coaching Cadence: If you don’t set a structured coaching schedule, it likely won’t happen consistently. Define clear coaching sessions, including frequency and focus, to ensure real progress.
Structure Call Reviews: Block two hours weekly to review calls. Assign themes (e.g., discovery, negotiation), require reps to provide timestamps, and have them self-diagnose before your feedback.
Expand Practice Beyond Role Plays: Role plays aren’t the only way to improve. Have reps document key impact questions, map org charts for multithreading, or identify missing stakeholders in deals.

CHARLES' PATH TO PRESIDENTS CLUB

Founder @ Carroll Sales Consulting
VP of Enterprise Sales @ FullStory
Head of Enterprise & Strategic Sales @ Recurly
Sales Director @ NewsCred

RESOURCES DISCUSSED

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