The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 11 months ago

Friday Fundamentals 146: Michelle Pietsch


Friday Fundamentals 146: Michelle Pietsch

Hey everybody, it's Sam Jacob's happy Friday. Welcome to Friday fundamentals. You know Friday fundamentals. It's that short five to ten minute format where we bring you actional insights to help make a difference in what you do. Today we've got back on the show this week's guest, Michelle Peach. She's the VP of revenue duly and she's going to be talking to us about the secret to effective coaching of your sales reps, and that's something that she had a lot of practice that. She's built a ton of companies from the ground up, so she is a true expert. Now, before we get there, we want to thank our sponsors. We've got two sponsors for Friday fundamentals. The first's outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves visibility into what really drives results. We're also sponsored by pavilion. Pavilion is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can tap into leadership opportunities,...

...professional training and development, mentorship and other services made just for high growth leaders like you. Unlock your professional potential with the pavilion membership at Join Pavilioncom. Now, Michelle, welcome back to the show. Thanks, Sam. We are excited to have you back and ask you this question. We put it to you. What do you think, in your opinion, is the secret to effectively coaching sales reps to success? All right, three things that I focus on, especially when I'm coming on as a new leader, understanding what is motivating the reps. what are their goals? Why do they come to work every single day? Sales isn't easy, so why are they pushing going through the groundwork every single day? That could be asking them simply, where do you motivated? By identifying, by digging a little bit deeper, and that's the key part, so you can figure out this person wants to exceed their quota because they want to buy an engagement ring. This person wants to pay off their student loans. Understanding those key factors of what is getting...

...them to where they want to be. Will help you motivate them long term. So sales is up them down right. Figure that out and toss that back to them when they have a bad week or a bad month to get them back up and going. Having empathy, and that's not just being like a good human it's just understanding what their day looks like and what is getting in their way, and you can do that by listening and asking questions and identifying areas where you can help them. So having empathy and then listening would be the the third one, which I think is probably the most important one, sitting back and listening and trying to unpack areas where you can help cod coach them, what are the gaps that are getting in their way, and then also understanding how they like to be coached as well. But you can't do that unless you actually stop and listen. I love it. So motivation,...

...understanding their motivation, having empathy for their day to day and understanding what's getting in their way and then listening so that you can unpack areas where you can help coach. Does that make sense? Does that sound about right? That sounds about right. Awesome and, to your point, right it's not that it's actually not that different from from regular sales from discovery. It's just having empathy for the person that you're working with, whether that's your rep or the prospect themselves, exactly, because these are human beings that are coming in every day, working towards the number and you want to make sure that you're doing everything possible to make them successful. I love it, Michelle remind us off folks want to get in touch with you. What's the best way? You can reach me on Linkedin, Michelle Peach Pietsh and I'm bpa revenue at Dooley. Awesome. If folks want to reach out to me, you can linkedincom forward, last the word in forks, last Tam f Jacobs, or you can email me Sam at joined Pavilioncom and otherwise I will talk to you... time. Michelle. Thanks so much for being our guest on the show this week. It's been great chatting Sam. Talk to you soon.

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