The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 months ago

Friday Fundamentals 146: Michelle Pietsch


Friday Fundamentals 146: Michelle Pietsch

Hey everybody, it's Sam Jacob's happyFriday. Welcome to Friday fundamentals. You know Friday fundamentals. It's that shortfive to ten minute format where we bring you actional insights to help make adifference in what you do. Today we've got back on the show this week'sguest, Michelle Peach. She's the VP of revenue duly and she's going tobe 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 aton of companies from the ground up, so she is a true expert.Now, before we get there, we want to thank our sponsors. We'vegot two sponsors for Friday fundamentals. The first's outreach. Outreach triples the productivityof sales teams and empowers them to drive predictable and measurable revenue growth by prioritizingthe right activities and scaling customer engagement with intelligent automation. Outreach makes customer facingteams more effective and improves visibility into what really drives results. We're also sponsoredby 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 andresources where you can tap into leadership opportunities,...

...professional training and development, mentorship andother services made just for high growth leaders like you. Unlock your professionalpotential with the pavilion membership at Join Pavilioncom. Now, Michelle, welcome back tothe show. Thanks, Sam. We are excited to have you backand ask you this question. We put it to you. What do youthink, in your opinion, is the secret to effectively coaching sales reps tosuccess? All right, three things that I focus on, especially when I'mcoming on as a new leader, understanding what is motivating the reps. whatare their goals? Why do they come to work every single day? Salesisn'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, soyou can figure out this person wants to exceed their quota because they want tobuy 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 abad week or a bad month to get them back up and going. Havingempathy, and that's not just being like a good human it's just understanding whattheir day looks like and what is getting in their way, and you cando 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, whichI think is probably the most important one, sitting back and listening and trying tounpack areas where you can help cod coach them, what are the gapsthat are getting in their way, and then also understanding how they like tobe coached as well. But you can't do that unless you actually stop andlisten. I love it. So motivation,...

...understanding their motivation, having empathy fortheir day to day and understanding what's getting in their way and then listeningso that you can unpack areas where you can help coach. Does that makesense? 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 fromfrom regular sales from discovery. It's just having empathy for the person that you'reworking with, whether that's your rep or the prospect themselves, exactly, becausethese are human beings that are coming in every day, working towards the numberand 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 touchwith 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 wantto reach out to me, you can linkedincom forward, last the word inforks, last Tam f Jacobs, or you can email me Sam at joinedPavilioncom and otherwise I will talk to you... time. Michelle. Thanks somuch for being our guest on the show this week. It's been great chattingSam. Talk to you soon.

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