#13 Sales Coaching: Why it Matters and how to get it Right

ABOUT THE GUEST - ADAM SNIDER, SR. MANAGER, BUSINESS & CHANNEL DEVELOPMENT AT ENERCARE, INC. 

Adam is a passionate, experienced sales leader with 19 years’ experience in sales and leadership roles, with practice in both product and service-based industries. Serving in individual contributor, Director, and Senior Manager positions throughout his career, he has been impactful with large corporations and a pivotal member at startup companies, by transforming under-performing teams to building sales organizations.  He currently leads the Commercial sales department at a large HVAC company in Canada and is a sales trainer/coach with The Sales Rebellion, The Sales Experts Channel, and Quota International. Aside from keeping professionally busy, he invests as much quality time as possible with his wife and daughter. He also collects watches and can geek out talking about this and sales for hours, so connect with him today.   

You can find Adam on LinkedIn here: 

https://www.linkedin.com/in/leadingsalesresults/
 

ABOUT THE EPISODE:  

Adam Snider is passionate about sales coaching. It is easy to see if you check out his LinkedIn profile or content, if you engage with any of his content, if you look at all of the different work he does, and certainly of you speak with him and the subject of sales comes up.  

In this episode, Adam and I talk a lot about sales coaching. Here are some of the specific issues we touch on - but have a listen yourself. Adam has a lot of great insights into why coaching matters, and how to make it work best in your sales organization.  

0:54 - What is the worst piece of sales advice that Adam has ever heard - it’s a classic - and it’s ABC  

3:48 - David talks about trial closes  

5:26 - What’s the best piece of sales advice Adam ever received?  

8:19 - Adam talks about coaching and why it’s so important as a part of the sales development toolset  

11:48 - If coaching is so important, why is it so common that there isn’t a coaching infrastructure or resource within an organization?  

14:19 - Coaching often doesn’t happen as much as it could or should because coaching is harder to measure than other things that are  

15:50 - How can a manager who wants to coach but can’t find the time make the case internally to prioritize coaching and how to make it measurable?  

19:05 - How do you change the perception of coaching when managers think they are doing it but their reports think they are doing nothing more than counting and chastising?  

22:19 - What is the one thing about sales management that a lot of people get wrong?  

25:12 - Where to find Adam and his content