370: When Leaders Coach with Tom Burland, MBA, ACC

STaR Coach Show

As 2023 is winding to a close, I’ll remind you that this episode is our final one before a holiday break at the end of the year. We will be back every Wednesday in 2024 with new episodes packed full of strategies, tools, and resources for coaches and leaders. We wish each listener the very happiest of holidays and much joy during this special season! Be kind to yourself and enjoy time with the special people in your life!

Today’s special episode is an interview with a valued friend and colleague. I’ve been able to serve as his instructor in coach training, and I’ve been privileged to work very closely with him for the past 18 months. Tom Burland is a seasoned professional with over 45 years of experience in building high-performing teams that drive impactful results. Throughout his career, Tom has held various leadership positions in all aspects of sales. One of his top passions is employee engagement and fostering emotional commitment in teams and organizations. He believes that these factors are crucial for organizational success and personal growth, so he developed and implemented his program within his organization. Serving as a trusted advisor and partner for organizations looking to elevate their performance through a coaching culture, Tom has positioned himself as the go-to expert on creating empowered, energetic, dynamic organizations through the power of coaching. I’m thrilled to introduce Tom to our listeners today!

Tom Burland’s Bio:

Tom Burland is a seasoned professional with over 45 years of experience in building high-performing teams that drive impactful results. Throughout his career, Tom has held various leadership positions in sales, including direct sales teams, indirect channels, and overseeing sales enablement efforts.

One of Tom's passions is employee engagement, adoption, and emotional commitment. He believes that these factors are crucial for both organizational success and personal growth. Recognizing the lack of understanding and training in this area, Tom has dedicated himself to educating managers on how to cultivate these qualities in their team members.

14 years ago, Tom embarked on a coaching journey that initially focused on Deal Coaching within a sales methodology. This thrilling role involved collaborating with senior managers to coach them on effectively implementing the methodology in deals ranging from $50 million to $500 million.

Tom firmly believes that driving a coaching culture within any organization requires several critical elements. First and foremost, executive support and investment are essential to create a foundation for success. Additionally, leadership must actively engage in the coaching process. Having a core team of professionally trained coaches is crucial, along with a trusted partner to train front-line to senior managers in effective coaching techniques. A structured support system, which includes mentor coaches, observation, and systemic capture of coaching, is also necessary. Finally, measurement through employee surveys and performance evaluations allows for ongoing improvement and accountability.

With his extensive experience and deep understanding of coaching and team dynamics, Tom Burland is a trusted advisor and partner for organizations looking to elevate their performance through a coaching culture. His expertise and passion for driving transformative results make him a sought-after resource in the industry.

Show Highlights:

• How Tom cultivated his vision of changing organizations through coaching
• Why Tom focused on employee engagement and emotional commitment as the top two factors in bringing transformation in organizations
• How Tom was impacted by several mentors, advisors, and leaders on his journey to becoming a coach
• How Tom and his team developed and implemented his coaching program in the middle of “The Great Resignation” by teaching leaders to use coaching skills
• How the program utilized mentor coaches and specific tools to support leaders
• The impacts of Tom’s program regarding attrition rates and employee engagement
• What this program has meant for Tom personally
• Tom’s key takeaways in developing a coaching culture in an organization

Resources:

Connect with Tom on LinkedIn

Mentioned by Tom: Coaching Salespeople into Sales Champions by Keith Rosen

Connect with Meg:

Visit the STaR Coach Show YouTube Channel!

Explore past episodes and other resources at www.STaRcoachshow.com.

This is our final episode for 2023 but catch us in 2024 every Wednesday for a new STaR Coach episode!

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