Coaching Sales like Soccer - Sarah Kiley - Coach2Scale - Episode # 005

Coach2Scale: How Modern Leaders Build A Coaching Culture

This guest is an extremely hardworking, strategic, and thoughtful leader with a wealth of experience in the SaaS sales world to draw from. Sarah Kiley is the Senior Vice President of Sales at SchoolStatus. Sarah Joins Host Matt Benelli to discuss how to establish a coaching culture, the importance of practice, and when to give feedback to your sales team.

Takeaways:

• Laying out a set of values for your sales organization to live by is only part of building a culture. The other, more important facet is for those in leadership to embody those values and follow them every day.
• The way to drive sales velocity and help your team hit quota in a scalable way, is not to try and close all of their deals for them, rather you should make sure your team members have the fundamental skills needed to close those deals on their own.
• In sports, great coaches do the majority of their coaching in practice, not during a game. When applying this same methodology to sales, you should do the majority of your coaching while roleplaying with reps, not during a meeting with a prospect.
• When building a culture as a leader, you need to be intentional and transparent in your methods and approach. You need to have buy-in and input from your team while building the culture.
• Provide opportunities for your team members to invest in themselves and improve their skills. For example, Oracle offered “toastmaster”-style lunches for employees which allowed them to get more comfortable speaking to large audiences.
• Debrief consistently with your team. No matter how a call goes, establish a cadence of providing feedback and discussing future improvements with your team.

Quote of the Show:

• “I really want the folks that come to my sales organization every day to be energized, to be inspired, and to feel like this is a place they want to be.” - Sarah Kiley

Links:

• LinkedIn: https://www.linkedin.com/in/sarahkiley/
• Company website: https://www.schoolstatus.com/

Shout Outs:

• Ted Bereswill
• Len Napolitano
• Legacy - https://coach2scale.transistor.fm/episodes/coaching-sales-like-soccer-sarah-kiley-coach2scale-episode-005

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
• YouTube: https://www.youtube.com/@Coach2Scale

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

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