ACTIONABLE TAKEAWAYS:
- Understand Rep Motivation: Identify what drives each rep—money, career growth, or exploration—then get their permission to push them toward that goal, laying the foundation for future coaching.
- Call Out the Situation First: Before changing a rep’s behavior, acknowledge the dynamic at play so both parties are aligned. This prevents resistance and confusion.
- Leverage Top Performers: Coach high performers by challenging them to reach the next level and putting them in the spotlight to lead trainings, reinforcing best practices for the team.
- Coach in Buckets: Break down calls into sections and ensure reps get the fundamentals right before refining their style, making feedback more structured and actionable.
ALEX'S PATH TO PRESIDENT'S CLUB:
- Founder & CEO @ Alluviance
- Director of Sales Commercial @ Outreach
- Director of Sales Corporate @ Outreach
- Territory Account Executive @ Microsoft
RESOURCES DISCUSSED:
