Feeding Your Eagles - Sarah Milby - Coach2Scale - Episode # 007

Coach2Scale: How Modern Leaders Build A Coaching Culture

Today’s guest is an investor, advisor, and entrepreneur. Sarah Milby is the CEO and Founder of Valor Performance, Inc.. Sarah joins Host Matt Benelli to discuss how to retain your top performers, why so many sales leaders misunderstand how to coach their teams, and how to build feedback into the everyday culture of your organization.

Takeaways:

• While many leaders believe that the majority of their coaching should be directed toward their problem reps who are underperforming, they should not forget about their high-performers. Your high-performing reps need attention and coaching in order to retain them.
• Before leaders can adequately provide coaching for their teams, they themselves must be coached on how to help their teams most effectively.
• When under pressure, sales managers should take a moment and think about how to frame their discussions with team members to ensure their growth, rather than taking a directive, top-down leadership approach.
• As a leader, your actions feed into the culture that you are building. Make sure that your actions are congruent with the kind of culture that you want to intentionally build.
• Promoting sellers into management roles without providing them with the necessary training does a disservice to them as individuals and the company as a whole. These are people who want to keep learning, so make sure to feed their hunger for knowledge.
• As a leader, you can be both compassionate and results-driven. They're not mutually exclusive. Having direct conversations with your team to provide feedback is part of helping them grow.

Quote of the Show:

• “You’ve got to feed the eagles.” - Sarah Milby

Links:

• LinkedIn: https://www.linkedin.com/in/sarahmilby/
• Website: https://www.valorperform.com/

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

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io