Today, Matt discusses the significance of building coaching cultures with sales leader Derek Bates, VP of Northeast Sales at Alteryx. They delve into the myths of sales coaching, the importance of efficiency and work-life balance, and Derek’s unique 3-P (People, Process, Performance) framework. Derek shares insights from his extensive career at Oracle and how he has applied those experiences at Alteryx. Additionally, they touch on personal stories, including Derek’s college baseball coach’s influence, the role of leadership in retaining talent, and strategies for effective time management.
Takeaways:
- Recognize that money isn’t the only motivator. Salespeople are complex, and good leaders need to understand what truly drives their team members beyond just their compensation.
- Encourage discipline and efficiency to maintain a healthy work-life balance. Overworking should not be glorified; find ways to help your team manage their time effectively.
- Tailor your coaching approach to the individual needs of each team member. Every person is different; understanding their unique triggers and motivational factors will help you coach them more effectively.
- Hire and build teams with a diversity of thought. Different perspectives can lead to innovative solutions and a more dynamic team environment.
- Teach and practice strong time-management skills. Block off dedicated time for key activities like prospecting to maintain a steady pipeline and avoid the rollercoaster effect in performance.
- Develop and refine processes that support your team but allow their creativity to shine with customers. A good process should eliminate internal inefficiencies.
- Teach your team to look at the bigger picture in their deals and accounts. Hitting short-term targets is important, but building sustainable long-term relationships with clients is essential.
Quote of the Show:
“Not everybody works like you, otherwise they would be in your role.” – Derek Bates
Links:
- LinkedIn: https://www.linkedin.com/in/derek-bates-a14a7720/
- Website: https://www.alteryx.com/
