The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 1 month ago

Friday Fundamentals 146: Michelle Pietsch

ABOUT THIS EPISODE

Friday Fundamentals 146: Michelle Pietsch

Everybody at same Jacob's, happy Friday,welcome to Friday fundamentals. You know Friday fundamentals, it's thatshort five to ten minute format, where we bring you actionless to help make adifference in what you do today. We've got back on the show, this week's guessMichelle Peach she's the VP of revenue duly and she's, going to be talking tous about the secret to effective coaching of your sales raps, and that'ssomething that she said a lot of practice that she's built a ton ofcompanies from the ground up. So she is a true expert. Now before we get there,we want to think our sponsors. We've got two sponsors for Fridayfundamentals: The firste out reach out rich triples the productivity of salesteams and empowers them to drive predictable and measurable revenuegrowth by prioritizing the right activities and scaling. Customerengagement with intelligent automation, outreach makes customer facing teamsmore effective and improves visibility into it really drives. Results werealso sponsored by pavilion. Pavilion is the key to getting more out of yourcareer. Our private membership connects you with the network. Thousands of lifeminded peers and resources where you...

...can tap into leadership opportunities,professional training and development, mentorship and other services made justfor high growth leaders, like you, unlock your professional potential withthe pavilion membership at Join Pavilion Com. Now, Michelle welcomeback to the show thanks SAM. We are excited to have you back and ask youthis question. We put it to you. What do you think in your opinion, is thesecret to effectively coaching sales reps to success all right, three thingsthat I focus on, especially when I'm coming on as a new leader understandingwhat is motivating the reps? What are their goals? Why do they come to workevery single day? Sales isn't easy. So why are they pushing going through thegrant work every single day that could be asking them simply? What are you motivated by identifyingby digging a little bit deeper and that's the key part, so you can figureout this person wants to exceed their quota because they want to buy anengager rank. This person wants to pay off their student loans, understandingthose key factors of what is getting...

...them to where they want to be, willhelp you motivate them long term. So sales is up and down right figure thatout and toss that back to them when they have a bad week or a bad month toget them back up and going having empathy and that's not just being likea good human. It's just understanding what their day looks like and what isgetting in their way, and you can do that by listening and asking questionsand identifying areas where you can help them. So having empathy and thenlistening would be the third one which I think is probably the most importantone sitting back and listening and trying to unpack areas where you canhelp coach them. What are the gaps that are getting in their way and then alsounderstanding how they like to be coached as well? But you can't do thatunless you actually stop and listen. I...

...love it so motivation, understanding theirmotivation, having empathy for their day to day in understanding what'sgetting in their way and then listening so that you can unpack areas where youcan help coach. Does that make sense? Does that sound about right? Thatsounds about right, awesome and to your point right: it's not that it'sactually not that different from from regular sales from discovery. It's justhaving empathy for the person that you're working with whether that's yourrep or the prospect themselves exactly because these are human beings that arecoming in every day, working towards the number, and you want to make surethat you're doing everything possible to make them successful. I love it. IMichelle remind us if folks want to get in touch with you. What's the best wayyou can reach me on Linkedin, Michelle Peach Pietsch and I'm BP revenue atduly awesome. If folks want t reach out to me, Ken Lincoln, for Lash the wordin for las M, F Jacobs or you can email...

...me salmon, John Pavilion, and otherwiseI will talk to you next time, Michelle thanks. So much for being our guest onthe show. This week it's been great chattings talk to you soon, O T.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (349)