In this episode of Coach2Scale, Matt speaks with Pat Deskin, Chief Revenue Officer at NewStore, to debunk the myth that senior sales reps don’t need coaching. Pat emphasizes the importance of consistent one-on-ones, urgency in sales, and the integration of people and process to scale companies successfully. The discussion also explores Pat’s influential experiences and favorite coaching philosophies from Vince Lombardi.
Takeaways:
- Ensure that even your most experienced reps receive consistent coaching. Coaching should be part of the regular routine, helping them to continually evolve and improve.
- Implement a structured one-on-one meeting framework that includes consistent questions like “What did you do differently this week?” and covers key aspects like forecast, key deals, pipeline, and help needed.
- Dedicate the last one-on-one of each month to discussing personal development, career aspirations, and any struggles. Keep this separate from business discussions to humanize the interaction.
- Encourage your team to act quickly and not delay responses or actions. Immediate responses, even on weekends or nights, can make a significant difference in client relationships and deal success.
- Hire and promote individuals who demonstrate curiosity and problem-solving skills. These traits are essential for tackling both internal and external challenges.
- Create a competitive yet collaborative environment where team members are held accountable.
- Break down complex processes into simple, clear elements. This makes them easier to follow and ensure everyone is on the same page, similar to Vince Lombardi’s approach.
Quote of the Show:
“A play doesn’t run really well unless everybody’s on the same page and there’s a leader who’s demanding excellence at all time.” – Pat Deskin
Links:
- LinkedIn: https://www.linkedin.com/in/patrickdeskin/
- Website: https://www.newstore.com/
