In this episode of Coach2Scale, Matt Benelli sits down with Mark Roberge, the founding CRO of HubSpot and the Co-Founder of Stage2 Capital. They discuss innovative approaches to sales coaching, including the importance of focusing on the percentage of reps hitting quota and why new reps should not shadow top performers. Mark shares insights on proactive coaching methods and the significance of data in diagnosing sales issues. They also talk about Stage 2 Capital, a fund that leverages the expertise of top sales and marketing leaders to guide startups. This conversation is a must-listen for anyone involved in sales leadership, exploring effective coaching techniques and the science of scaling revenue.
Takeaways:
- Prioritize the percentage of reps hitting quota over overall team attainment to get a true sense of team health and sustainability.
- Avoid having new reps shadow top performers due to potential bad habits and lack of universal applicability in their methods. Instead, create a standardized sales process that codifies best practices.
- Develop a systematic approach to coaching by holding regular one-on-one sessions where managers diagnose and address specific performance issues with each rep, using data to guide the coaching process.
- Use metrics to evaluate the effectiveness of coaching, such as tracking improvements in specific areas like opportunity funnel conversion rates.
- Design processes that force managers to be proactive, such as monthly or quarterly reviews that focus on qualitative and quantitative performance assessments.
- Select potential managers based not just on their sales performance but on their leadership abilities and coaching potential. Consider the different skill sets required for managing and selling.
- Develop training programs that help reps learn to self-diagnose their performance issues, fostering independence and continuous improvement.
Quote of the Show:
“A great rep doesn’t have to wait till the monthly or the quarterly review or the next chat with the managers. They can reflect and they almost can self-diagnose mid-meeting.” – Mark Roberge
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