17 episodes

A series of Podcasts developed around the content of our recently published book, Coaching Winning Sales Teams. In this series the authors (Tim Chapman, Lynn Pickford and Tony Smith) will be exploring the coaching mindset, behaviours and skills required to develop high performing sales teams. We will be joined on this journey by some special guests from the world of business and sport.Great sales coaching positively impacts individual, team and organisational sales performance. However, in today’s results-driven and time-poor business world, the embedding of sales coaching into everyday practice is often overlooked. This guide utilises the authors’ own experiences of helping companies and individuals turn average, static and infrequent sales coaching regimes into successful business strategies for winning sales teams. Looking at the reality of sales coaching today, the book explores the how, what and why of sales coaching. Through extensive research into elite coaches in the world of business and sports the authors analyse the mindset, skills and behaviours required to be a top sales coach. They also consider, how to be coached. How the sales person can overcome any natural shyness, fear of performance critique and seek out specific, timely and actionable coaching feedback.Using the latest thinking in neuroleadership and psychology, the book outlines the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised role.Coaching Winning Sales Teams is an essential read for sales leaders and professionals, alongside researchers and practitioners working in HR, Learning and Development and Sales Effectiveness. Tim Chapman is the Managing Partner of Sales EQ, an international sales coaching and consultancy business, and a Lecturer in Sales Management at the University of York. He has over 30 years’ experience of complex international B2b selling, sales leadership and sales effectiveness. His previous co-authored book, The Salespersons Secret Code, is based on 3 years research into the beliefs and behaviours of high performing sales people. Lynn Pickford is a highly qualified Leadership and Sales Coach with a strong commercial background and over 25 years of experience working at board level. Winner of multiple awards, including Vodafone’s prestigious Premier Club award for coaching and leadership development in 2011, she holds a first-class Professional Diploma in Management Skills, delivered by Leeds University and Accenture.Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He led Leeds Rhinos to two league titles and a world club championship. Named RLIF Coach of the Year in 2007 for a successful season as GB Coach, he then went on to take England to the semi-finals in the 2008 Rugby League Cup. As head coach of Warrington Wolves, he led them to two Challenge Cups and three Grand Finals. Following a spell as an elite coaching mentor for the Football Premier League and League Manager’s Association Tony is now head coach at Hull Kingston Rovers RFC.

Coaching Winning Sales Teams Sales EQ Limited

    • Business
    • 5.0 • 17 Ratings

A series of Podcasts developed around the content of our recently published book, Coaching Winning Sales Teams. In this series the authors (Tim Chapman, Lynn Pickford and Tony Smith) will be exploring the coaching mindset, behaviours and skills required to develop high performing sales teams. We will be joined on this journey by some special guests from the world of business and sport.Great sales coaching positively impacts individual, team and organisational sales performance. However, in today’s results-driven and time-poor business world, the embedding of sales coaching into everyday practice is often overlooked. This guide utilises the authors’ own experiences of helping companies and individuals turn average, static and infrequent sales coaching regimes into successful business strategies for winning sales teams. Looking at the reality of sales coaching today, the book explores the how, what and why of sales coaching. Through extensive research into elite coaches in the world of business and sports the authors analyse the mindset, skills and behaviours required to be a top sales coach. They also consider, how to be coached. How the sales person can overcome any natural shyness, fear of performance critique and seek out specific, timely and actionable coaching feedback.Using the latest thinking in neuroleadership and psychology, the book outlines the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised role.Coaching Winning Sales Teams is an essential read for sales leaders and professionals, alongside researchers and practitioners working in HR, Learning and Development and Sales Effectiveness. Tim Chapman is the Managing Partner of Sales EQ, an international sales coaching and consultancy business, and a Lecturer in Sales Management at the University of York. He has over 30 years’ experience of complex international B2b selling, sales leadership and sales effectiveness. His previous co-authored book, The Salespersons Secret Code, is based on 3 years research into the beliefs and behaviours of high performing sales people. Lynn Pickford is a highly qualified Leadership and Sales Coach with a strong commercial background and over 25 years of experience working at board level. Winner of multiple awards, including Vodafone’s prestigious Premier Club award for coaching and leadership development in 2011, she holds a first-class Professional Diploma in Management Skills, delivered by Leeds University and Accenture.Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He led Leeds Rhinos to two league titles and a world club championship. Named RLIF Coach of the Year in 2007 for a successful season as GB Coach, he then went on to take England to the semi-finals in the 2008 Rugby League Cup. As head coach of Warrington Wolves, he led them to two Challenge Cups and three Grand Finals. Following a spell as an elite coaching mentor for the Football Premier League and League Manager’s Association Tony is now head coach at Hull Kingston Rovers RFC.

    Episode Seventeen: Motivating a Sales Team in a Hybrid Working Model

    Episode Seventeen: Motivating a Sales Team in a Hybrid Working Model

    Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.
    This episode is slightly different from our usual format and is an edited recording of a webinar we delivered for the Institute of Professional Sales.  I am a founding fellow of the institute and I am very passionate about its mission is to create a world where sales is recognised and celebrated as a respected profession.
    Lynn and I were joined on the webinar by a podcast guest from Episode 15, our friend Jon Buckthorp who is Head of Marketing for Vodafone Carrier Services a division of Vodafone Business.  We discussed how sales leaders and people are managing the shift to a Hybrid Working Model, mixing remote and office-based working. We covered a range of tools and techniques for motivating a sales team in the new normal.
    The conversation started with Tim setting the context for the discussion.

    • 33 min
    Episode Sixteen: Caring for others and the link to sales success

    Episode Sixteen: Caring for others and the link to sales success

    Hello and welcome to our sixteenth episode in the Coaching Winning Sales Teams podcast
    series. Our guest this week is Mareo McCracken, Chief Revenue Officer at Movemedical
    where he guides sales, marketing and customer success efforts.
    Prior to helping lead this Med Tech SaaS company, Mareo was the top performing
    salesperson at multiple companies in various industries including financial services,
    marketing, logistics, manufacturing, and commodities. 

    Mareo’s formal education includes a bachelor’s degree in sociology from Brigham Young
    University and a master’s degree in global leadership from the University of San Diego.

    Outside of family, reading, food, travel, church service and sports—driving organizational
    and individual growth are his passions. With a new book soon to be published, Tim kicked
    off our conversation asking Mareo about the research that led to the title of his book….

    • 35 min
    Episode Fifteen: The Joys and Challenges of Working and Coaching away from the Office

    Episode Fifteen: The Joys and Challenges of Working and Coaching away from the Office

    Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.
    This week we thought we’d tackle the topic of working and coaching away from the office, with all its joys and challenges.
    Who better to join us than our friend and ex colleague, Jon Buckthorp who knows a thing or two about working remotely. Jon is fascinated by makers, creators and innovators; he loves to see the tech used to bring amazing ideas to life from wherever you happen to be.
    Today, Jon leads marketing for Vodafone Carrier Services. This team is responsible for wholesale technology platforms to global telecom providers and the biggest tech brands on the planet. 
    They co-create solutions to ignite new experiences and propel industry growth - All with the wires, wireless and clouds we never normally see but power everything we love!
    With twenty years of experience across retail, B2B international sales and leadership of national and global marketing teams, he has spent more time than most away from an office. 
    Our conversation drew on that, plus how he has adapted his style from constant travelling to constant home working.
     

    • 45 min
    Episode Fourteen: Building Resilience: Self-worth is not defined by one moment.

    Episode Fourteen: Building Resilience: Self-worth is not defined by one moment.

    Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.
    This week is a real gem, a conversation between two of rugby’s leading coaches Stuart Lancaster and our co-author Tony Smith.  Stuart Lancaster has worked at the highest level of International Sport, a former head coach of England Rugby and current Leinster Rugby coach. Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He is currently head coach at Hull KR.
    The conversation focused on resilience in the face of both success and defeat and the coach’s role in bringing perspective and balance to the rollercoaster of top-level sport and business. 
    We hope that you enjoyed that fascinating conversation and picked up some leadership tips from two of Rugby’s top coaches.  You can find out more about Stuart’s Leadership programmes at www.stuartlancaster.com. 

    • 53 min
    Episode Thirteen: How to have the Energy for High Performance

    Episode Thirteen: How to have the Energy for High Performance

    Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.
    This week we’re focussing on energy, how to be at your absolute best in order to perform well and lead others, by example.
     We couldn’t wish for anyone better to join us than our ex colleague and dear friend Colette Heneghan, nutritionist, speaker, yoga teacher, peak performance wellbeing coach and author of ‘How to have the Energy’.
    Colette is founder of Optimum Living, a wellbeing organisation that has designed and delivered successful high impact health and wellbeing programmes across the world. These workshops cover topics such as nutrition for energy, thriving leadership, smart working from home and the power of sleep. 
    Prior to founding Optimum Living, Colette worked in the global corporate world for over ten years so she knows what it’s like to be at the sharp end of business. She has since extensively studied herbal medicine and naturopathic nutrition. We had a great conversation starting with how health is so much more than the absence of illness…

    You can find out more about Colette and her work at www.optimimumliving .co.uk.   You can find her book here:  https://www.amazon.co.uk/How-Have-Energy-nine-point-improving/dp/1785787004/ref=sr_1_3?crid=QUS8YCM3OTLW&dchild=1&keywords=how+to+have+energy&qid=1616702819&sprefix=how+to+have+ene%2Caps%2C166&sr=8-3

    • 50 min
    Episode Twelve: It’s all in the mind

    Episode Twelve: It’s all in the mind

    Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series and the first recording of 2021.
    We returned to theme of what we can learn from the world of sport with Marius Barnard, a former ATP Tour Tennis Player and now a very successful executive coach.  Marius turned pro in 1989 and won 6 tour titles and was an 8-time tour finalist. He reached the Quarter Finals at Wimbledon as well as The Australian Open.
    ​Continuing study during his time as a professional player, Marius majored in Business Psychology and Management. Following his playing career, Marius harnessed his degree to establish his profession as a coach and mentor. His coaching practice incorporates his specialist knowledge in performance psychology, latest developments in business and organisational practice.

    • 44 min

Customer Reviews

5.0 out of 5
17 Ratings

17 Ratings

Toford ,

Great podcast series really builds on the book

Enjoying this series of podcasts, different perspectives from the guests each time - highly recommend

markaswain1 ,

Great podcast to start the series

Really enjoyed the podcast. The host is a natural, and I love his sense of humour. Great connection between the guests, and that makes it all the more enjoyable. Looking forward to the next!

cariadyork ,

Easy to listen too

Great easy to listen too very informative

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