Coaching The Whole Salesperson - Amy Appleyard - Coach2Scale - Episode # 009

Coach2Scale: How Modern Leaders Build A Coaching Culture

Today’s guest is a cybersecurity and sales veteran with over 15 years of experience in driving high-growth sales organizations. Amy Appleyard is the Chief Revenue Officer at LastPass and a Limited Partner at Stage 2 Capital. Through their conversation, Amy and Host Matt Benelli discuss why sales leaders need to coach the whole person (02:31), why one-on-one meetings are vital (18:58), and the personal nature of great coaching (22:57).

Takeaways:

• Salespeople are not only motivated by money and sales coaching should not be thought of as just putting more into motivating salespeople.
• To get someone who puts every effort into helping everyone in the organization understand their job and help our customers, you must coach the whole person.
• Coaching the whole person includes everything such as the end of the sales cycle and closing a deal, but a lot of it is asking questions, thinking about someone's career path, and finding some very specific things are trying to work on. If you coach those, success will follow.
• Training is not the same as coaching. For example, showing someone how to enter data into a CRM is training. Whereas, providing specific feedback on how an individual can improve their demeanor in a discovery call to set themselves up for success is coaching.
• Great coaches ask great questions. Here are two great questions to get you started: What’s the best for you to learn? Tell me about a time when you had a really great week; why did it feel so good?
• Prior to providing feedback, you should build a relationship with the individual so they are comfortable with receiving both positive and negative feedback.
• If you’re providing negative feedback to someone, it can be better if they have a chance to read it first before hearing it from you face-to-face or in a meeting. If you know that you’ll be sharing something negative with someone in a meeting, preface it by framing it in an email to them saying something to the effect of, “Hey, I wanted to share some feedback that might be hard to hear, but it is something we should work through.”

Quote of the Show:

• “Always ask for feedback, always seek out coaching wherever you can find it, you'll never not need it.” - Amy Appleyard

Links:

• LinkedIn: https://www.linkedin.com/in/amyappleyard/
• LastPassWebsite: https://www.lastpass.com/

Shoutouts:

• Carrie Ann Carter

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

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