I was digging through Evernote earlier this week and stumbled across a file titled: Killer DF12 Sessions for Sales.
I vaguely remember creating it after Dreamforce 2012 and decided to take a look at a few of the videos I'd clipped. I’m so glad I did!
Out of the dozens of sales cloud sessions now on youtube, I want to share 3 quick clips that deliver three major ideas.
#1 - Coach to Move the Needle
Mark Roberge, HubSpot’s VP of Sales, shares a bit about how he develops leaders and reps in his 250 person sales org.
To set up the clip, Mark is talking about his team of 20 (mostly 1st-time Managers). He lays out the case that one thing newly promoted Sales Managers tend to get wrong is trying to coach too many things at once.
The big takeaway for me is that rep development doesn’t happen by serendipity. Many sales organizations have a coaching 'strategy' in place, but as the saying goes, culture eats strategy for breakfast.