Coach2Scale: How Modern Leaders Build A Coaching Culture CoachEm

In this engaging episode, Matt sits down with Rob Merklinger, an experienced leader with a rich background from companies like Oracle and Barracuda. The conversation delves into the significance of listening and curiosity in leadership and sales. Rob shares valuable insights on hiring talent from non-traditional backgrounds and discusses the impact of organizations like the MOM Project. He emphasizes the importance of staying humble, asking for help, and continuous improvement—getting 1% better every day. They also explore the role of intent data and the evolving tech landscape in sales, while underscoring the need for data-driven decision-making. Rob’s advice for leaders includes listening intently, preparing for one-on-ones, and fostering a culture of honesty and candor. The conversation is a treasure trove of actionable takeaways for aspiring and established leaders alike.
 
Takeaways: 
1. Prioritize Listening: Leaders should practice active listening not only during team meetings but also in personal interactions. This creates trust and shows your team that you value their input, leading to more collaborative and effective work environments.

2. Embrace Simplicity: Keep solutions simple and straightforward. Often, the best strategies are the simplest to understand and implement, making it easier for your team to follow.

3. Diversify Your Talent Pool: Look beyond traditional hiring sources. For example, organizations like the MOM Project can help you find valuable, often overlooked talent with diverse backgrounds, enriching your team with different perspectives and experiences.

4. Intentional Preparation: Spend time thoroughly preparing for one-on-one meetings. Prepare a mutual agenda and make sure both parties have room to express their goals and concerns. This ensures productive and meaningful interactions.

5. Continuous Improvement:Strive for constant improvement, both personally and as a team. Aim to get 1% better each day, leading to significant progress over time. Foster a culture where everyone is constantly learning and growing.
6. Leverage Feedback: Regularly seek and act on feedback from peers, superiors, and team members. Use this input to continuously fine-tune your approach, demonstrating a commitment to growth and adaptability.

7. Understand Financials: Build a strong understanding of the financial aspects of your business. Knowing key financial metrics and what drives them allows you to make informed decisions and have meaningful conversations with stakeholders.
Quote of the Show:
“” -  When we're actively applying both our curiosity and listening skills, we're showing those around us that we care about them and that we value them.”
Links:
LinkedIn:https://www.linkedin.com/in/robmerklinger/ 
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicat

In another amazing episode of 'Coach2Scale', host Matt welcomes David Priemer, the Founder and Chief Sales Scientist at Cerebral Selling. David, who has also written two insightful books on sales and sales leadership, shares his insights on the importance of curiosity and empathy in the realm of sales. The discussion explores common myths in sales leadership, the pitfalls of directive leadership styles, the profound power of building trust and relationships within teams, and actionable frameworks for effective coaching. They delve into the five key skills outlined in David’s latest book, 'The Sales Leader They Need': promoting transparency, protecting and advocating, driving accountability, coaching, and getting and giving feedback. 

Takeaways: 
 Always explain the "why" behind any changes or decisions to help your team understand and commit to new behaviors. Transparency builds trust and commitment. Stand up for your team and ensure they have the necessary resources to succeed. Be their advocate within the organization to foster a supportive environment.Establish clear expectations and hold team members accountable for their responsibilities. Regularly review progress and provide constructive feedback to keep everyone on track. Dedicate time to coaching your team effectively. Use both top-down (diagnostic) and bottom-up (discovery) approaches to understand and address individual team member needs and challenges. Make it a priority to seek feedback from your team first. Use this feedback to improve your own leadership practices, and then provide them with constructive feedback to help them grow. Invest time in building strong, trusting relationships with your team. Understand their personal and professional challenges and be empathetic to their situations.Develop a robust framework for leadership and coaching skills, such as promoting transparency, protecting your team, driving accountability, and providing feedback. Implement these systematically to create consistent and effective leadership practices.Quote of the Show:
“”Curiosity and questions will get you further than confidence and answers.”
Links:
LinkedIn: David Priemer | LinkedIn Website: Cerebral Selling - Modern Sales Training Based on Science and EmpathyBook Link: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203 https://www.amazon.com/Sales-Leader-They-Need-Potential/dp/1774584913 
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

In this episode, Matt explores the dynamics of building and leading a successful sales team by drawing insights from the Boston Celtics' consistent performance. He discusses key challenges such as balancing performance metrics with personal and professional development and offers three actionable strategies for managers to achieve this balance: integrating development goals into key interactions, providing ongoing training and mentorship, and creating a supportive and collaborative environment. He also emphasizes the importance of strong relationships between managers and salespeople and how these can enhance performance, communication, and retention. Takeaways:
Incorporate personal and professional development goals alongside performance metrics during key interactions such as one-on-ones, QBRs, and performance reviews. Ensure salespeople are evaluated not just on sales numbers but also on their progress in skill development, career growth, and personal objectives. Provide regular feedback and resources to help achieve these development goals. 
Offer continuous training focused on improving sales techniques and broader professional skills such as leadership, communication, persuasive writing, and strategic thinking. Establish mentorship opportunities, pairing less experienced salespeople with seasoned mentors for guidance, support, and practical advice. Consider having mentors outside the direct team to provide a fresh perspective.
Foster a team culture that values personal growth and team collaboration as much as hitting sales targets. Encourage open communication and knowledge sharing among team members by organizing team-building activities and forums for sharing best practices. Recognize and reward both high performance and individual development milestones, highlighting their importance in team meetings.
 Develop a strong relationship with your sales team to foster a supportive environment where team members feel valued and motivated. Promote open and honest communication to address issues swiftly and align team goals with organizational objectives. Invest in your salespeople’s professional growth to enhance performance, reduce turnover, and ensure long-term career paths within the organization.Quote of the Show:“”Your people don't care what you know or how good you are until they know that you care about them.”
Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale 
CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
Learn more at coachem.io

Today's guest leads the customer success, sales and business development strategy for customers across North America. He is the Vice President of Enterprise at JFrog. Please welcome Brendan Caleca. In this insightful podcast episode, the host Matt sits down with Brendan. He elaborates on the necessity of genuine curiosity and building solid relationships for successful sales. The discussion dives deeply into effective discovery processes, uncovering mutual activity plans, and why skipping steps can cost you valuable opportunities. Brendan also shares his hiring philosophy, focusing on integrity and internal drive, and recalls the coaches and experiences that shaped his career.
 
Takeaways: 
Dive deep into understanding your customer's needs, challenges, and opportunities. There is an importance of asking open-ended questions and being an active listener. Leaders should cultivate curiosity and genuinely seek to understand the perspectives and needs of their teams and customers. Leaders should focus on smart, strategic planning to drive better outcomes rather than just pushing for longer hours of work.The evolving AI landscape underscores the need for leaders to stay informed about new technologies. Use AI and other tech advancements to predict customer needs more accurately and streamline operations for your teams.It's crucial to continually reassess and refine your understanding of your ideal customer profile. Leaders should apply this mindset internally as well, constantly seeking to understand their teams' evolving needs and how to best support their success.Ensure that the value you believe you're delivering aligns with their perceptions. Continuous dialogue and feedback loops can help ensure alignment.Leaders can learn that simplifying strategic focuses into manageable parts leads to more significant achievements. This approach enables leaders to guide their teams more effectively through complex situations.Leaders should cultivate a culture where setbacks are seen as opportunities for growth. Encourage your team to adopt a mindset where every outcome is a chance to learn and improve.Quote of the Show:
“” - The harder you work, the luckier you get. However, the more effort you put in typically yields, key differentiator results.
Links:
LinkedIn: (14) Brendan Caleca | LinkedIn Website:Platform - Schedule a Demo | JFrog
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://youtu.be/Duaur9bJzME CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
Learn more at coachem.io

On this week’s episode of Coach2Scale, Host Matt Benelli sat down with senior leader Ollie Quittek, CRO and Founding Member at Viio.io. Ollie emphasizes how the notion of "impossible" is more of a mental barrier than an actual limit. He discusses his personal and professional growth, highlighting the importance of internalizing a mindset where challenges are viewed as opportunities. 

Matt and Ollie delve into the world of sales, discussing common myths and the realities of achieving goals against perceived limitations. They explore the concept of potential and the power of a united team's belief in overcoming obstacles. Ollie shares anecdotes from his experiences at Brandwatch and Falcon, illustrating how a culture centered around challenging the impossible can lead to extraordinary results. 
 
Takeaways:
Mindset and vulnerability are critical elements in leadership for creating a team that believes in its collective potential. Leaders can foster an environment where team members feel safe to share their thoughts, enhancing team coherence and performance.Ollie's move to Viio represents a decision to lead a startup in the burgeoning field of SaaS management and procurement. For leaders considering a similar journey, choose opportunities with significant growth potential that align with your passion and skill set.Ollie’s leadership philosophy extends beyond achieving sales targets and numbers. It encompasses the development of a positive, affirming culture where team members are motivated to exceed expectations because they believe in the mission and feel valued. Leaders must remain open to learning and personal development, seeking opportunities for growth through coaching and mentorship. By continuously evolving, they can better guide their teams toward success.Innovation is good, but too much can be harmful. People often need repetition to truly understand and act on information, rather than overwhelming them with excess knowledge. Creating an inclusive environment where individuals feel a sense of belonging, where their humanity is acknowledged beyond their professional roles, and fostering a culture that embraces failure as a part of growth is essential. Quote of the Show:
“There is always something else you can get done on top of what you think you can do.” - Ollie Quittek
Links:
LinkedIn: https://www.linkedin.com/in/oliver-quittek-6b31677/ Website: http://www.viio.io 
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
Learn more at coachem.io

Today’s guest is a sales leader with an incredible track record with high-growth SaaS companies including Splunk, Databricks, Datadog, and many more. Doug May is the Senior Vice President of Productivity at Harness. Doug joins Host Matt Benelli to share why the best sellers quarterback their team to win deals, how to plan your career at every stage, and where to look for your personal and professional development.

Takeaways:
Solo achievement in sales is a fallacy. By leveraging team capabilities and resources for overarching victories, great sellers close larger deals at a more rapid pace than if they tried to do everything themselves.​​Strive to create an environment where asking for help and collaboration is normal and rewarded, dismantling the myth that individual effort alone leads to extra rewards.Coachability is the most pivotal trait to look for when hiring sales professionals. Seek out and nurture this quality. Look for examples of coachability from candidates that transcend industries and can significantly boost performance.Continuous learning and personal growth are cornerstones for sustaining success in the evolving tech landscape. Sales leaders should encourage and advocate for their team's development. Sellers should also look for ways to improve themselves independently.Timely, constructive feedback is a growth catalyst. Effective feedback, rooted in genuine care and specific examples, is potent in accelerating growth and improvement.Foster a culture of recognition. Recognizing and appreciating the entire team's contribution to success is a crucial leadership behavior to inspire loyalty and foster an environment of mutual respect and achievement.Encouraging self-assessment and openness to feedback among team members can cultivate a culture of continuous improvement and adaptability.
Quote of the Show:
“You don't get paid extra to do it all by yourself” - Doug May
Links:
LinkedIn: https://www.linkedin.com/in/dougmay/ Website: https://www.harness.io/ 
Shoutouts: 
Gary Harris: https://www.linkedin.com/in/databricksgary/ Tom Pisello: https://www.linkedin.com/in/tompisello/ Value Coffee Talk: https://geniusdrive.com/podcasts/ Sean Walters: https://www.linkedin.com/in/sean-walters-6825154/ Carlos Delatorre: https://www.linkedin.com/in/cadelatorre/ Chris Reisig: https://www.linkedin.com/in/chrisreisig/ Bart Fanelli: https://www.linkedin.com/in/bartfanelli/ Bill Carroll: https://www.linkedin.com/in/ceocoachbillc/ 
Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io