Sales Leadership Podcast – leading behavioural change through coaching and powerful questions Shane Gibson's Podcast – Social Selling – B2B Sales and Influence

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and sales coaching. I have taken the transcript from the sales podcast episode and am providing it below with minimal formatting or grammatical changes. It’s rather conversational but I’m providing it to those of you who prefer to read or want to highlight specific statements. It’s based upon the lessons I have accumulated working with sales organizations and delivering leadership training programs over the past 20+ years. Following is the full video version of this Podcast and below that is the transcript:























Here’s the transcript:







Transcript for “Sales Leadership – leading behavioural change through coaching and powerful questions”







I’m shifting to both video and audio, so you’ll be able to find the video of this podcast on YouTube. But I’m also going to be sharing those on my Sales Academy website as well. You can find that at Salesacademy.ca.







So, my goal, of course, is to take this content I’m creating in my podcast and distribute it further and in different mediums depending on how you like to learn. I’m also going to be throwing these onto my Instagram channel @ShaneGibson and my TikTok channel @ShaneGibsonLive if you want to access this content in sound bites versus a long podcast.







Today, I’m going to focus on the fundamentals of coaching skills as well as the coaching process for sales leaders in particular. Now, if you’re a salesperson listening to this and you start to check the boxes around what your leader isn’t doing for you, this is really not what it’s about. In no organization is the coaching process perfect. It’s constantly evolving. And sometimes, as a salesperson, you have to step up to the plate and proactively seek that coaching from your peers and your sales leader in your organization. By no means is this meant to be an exhaustive list of criteria you should use to judge whether your leader is any good, but rather an indication of what gaps exist in your organization and where you might need to seek help. And of course, for sales leaders, I’m hoping this gives you a foundation to build upon, so you can have a more solid process in your sales coaching.







The Future of Sales Leadership – Coaching, Technology, and Management Skills







Let’s talk about leadership in general. Sales leadership, first and foremost, is all about driving results. And at the end of the day, driving results is often about behavioral change. So, as a sales leader, the better you become at sales leadership, the better you really are at driving behavioral change, whether it’s in your leaders, if you’re managing a group of sales managers, or your direct line salespeople, if you’re a sales manager yourself. Leadership truly builds people who then build the business. That’s the real core. Leadership also fosters innovation, accountability, momentum, and organizational growth. One of the most powerful parts of leadership is the coaching skill set—the ability to develop people.







With that said, I also know great leaders and great coaches who fail to meet their potential or sustain their organizational growth and success because they lack management skills. A great sales leader is one part coach, one part manager, and, I would argue, one part CTO or Chief Technology Officer.