Sales Hustle is now Sales Transformation
July 29, 2022

#370 S2 Episode 239 - OBJECTIVITY, REPETITION, SPECIFICATION: The Top 3 Qualities Of Effective Coaching

#370 S2 Episode 239 - OBJECTIVITY, REPETITION, SPECIFICATION: The Top 3 Qualities Of Effective Coaching

Sometimes in our lives, we need a slap in the face to realize where to improve. That’s what Tommy is, a big slap to your face because he is there to ask questions, push back, and give feedback. Join Tommy together with Collin to discuss the power of repetitive review and specific feedback, only here in the latest episode of Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

Tommy's reviewing process
Reviewing from an objective standpoint
It's asking questions, not giving answers
Repetitive reviewing is key
Ask for specific feedback

QUOTES

Tommy asks questions, not answer them:

Tommy on repetitive review:
“If you said for the last three weeks, if you're in sales, you want to get better at your opening, and you keep listing that for three weeks.”

Tommy’s advice on getting feedback:
“Not I think I know will be helpful, not only to individual contributors at the sales level but even if you're in leadership, one of my mentors, actually shared this with me when you go to ask for feedback, ask for specific feedback.”

Connect with Tommy and learn more about what he’s been working on!

About Tommy
About Think Better Perform Better
Think Better Perform Better Website

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

About Collin
About Salescast
Salescast Community
Sales Transformation

Wanna kick off your own kick-ass podcast?
Already have one? How about growing it, or even monetizing it?

LET’S TALK.


Sometimes in our lives, we need a slap in the face to realize where to improve. That’s what Tommy is, a big slap to your face because he is there to ask questions, push back, and give feedback. Join Tommy together with Collin to discuss the power of repetitive review and specific feedback, only here in the latest episode of Sales Transformation.

It’s time to jazz up your sales mindset with a podcast experience like no other! Join Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!

Power up your podcast experience by joining our Free Podcast Community!

Are your Reps hitting their quotas this 2022? If not, then a Wingman Free Trial is what you need!

HIGHLIGHTS

  • Tommy's reviewing process
  • Reviewing from an objective standpoint
  • It's asking questions, not giving answers
  • Repetitive reviewing is key
  • Ask for specific feedback

QUOTES

How Tommy reviews his calls:

“Everything I was watching the first time through, was only for the non-verbal was the body language, all the things we can control, no different than in sales.”

Tommy on objectivity with reviews:

“You have to be objective when you're watching this. Like you can't, I can't look at it, as Tommy, the ref, I need to look at it as somebody sitting up in the 20th row at this game.”

Tommy asks questions, not answer them:

“It's not giving the answer. The answer is already inside of them. It's asking questions, it's asking tough questions, and I often joke that the reason you hire me is that I'm gonna push back because a lot of the people I work with, they don't have a lot of people in their lives that tell them no, and that's what I'm there for.”

Tommy on repetitive review:

“If you said for the last three weeks, if you're in sales, you want to get better at your opening, and you keep listing that for three weeks.”

Tommy’s advice on getting feedback: 

“Not I think I know will be helpful, not only to individual contributors at the sales level but even if you're in leadership, one of my mentors, actually shared this with me when you go to ask for feedback, ask for specific feedback.”

Connect with Tommy and learn more about what he’s been working on!

Connect with Collin and find out what’s new in Sales Transformation and other things he’s up to:

Wanna kick off your own kick-ass podcast?

Already have one? How about growing it, or even monetizing it?

LET’S TALK.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] My name is Colin Mitchell and welcome to sales transformation, a daily podcast with the best moments from the most respected people in the sales world. The goal of this show is to give you a daily dose weekends included in 10 minutes or less to help transform the way you sell. I hope you enjoy today's episode.

[00:00:20] And now to David to tell you what you can expect in today's episode.

[00:00:29] Objectivity repetition specification. These are Tommy Short's top three qualities of effective coaching. You know, sometimes in our lives, we need a slap in the face to realize where we should improve. And that's what Tommy is a big slap to your face because he is there to ask question. Push back and give feedback, join, tell me together with Cohen to discuss the power of repetitive review and specific feedback only here in the latest episode of sales transformation.

[00:01:03] What, what are some of the things that you look for when you're reviewing that? Are, are you looking for ways to improve or, you know, maybe things you could have done better? Just kind of walk me through kind of the thinking when you. Yeah. So let me provide a little context. When I was on the court, every time I would watch a game, I would watch it twice.

[00:01:18] The first time I wasn't watching for the calls I got right. And wrong. Cause that's table stakes, right? Like if you can't get the calls, right, like you're not gonna be around very long. But the first time I watch it, I watch all non for nonverbal. So I wanted to watch my body language. I wanted to watch, how did I carry myself?

[00:01:34] When a partner maybe missed a call? How did I carry myself? When I missed a call? How did. Carry myself when I was having a tough conversation with a coach. So everything I was watching the first time through, um, was only for the nonverbal was the body language. All the things we can control, no different than in sales.

[00:01:49] And then the second time it was like, Hey, here's five or six tough plays that I want to get better at, but looking at it. And this is what really helped me from a mentor where I think a lot of, uh, individuals. Your listeners could, could take it away. You have to be objective when you're watching this, right?

[00:02:04] Like you can't, I can't look at it as Tommy, the ref. I need to look at it as I'm somebody sitting up in the 20th row at this game, and I'm evaluating those three officials and they don't have names and they don't have numbers. It's it's. Three people. I don't care who they are, that's who I'm watching. And it took me a while to get to that point, cuz you know, your ego's involved.

[00:02:22] Oh, that's hard. It's a lot of time. It's, it's really hard. But as soon as I made that jump of looking at it from an objective standpoint of like, Hey, the only way I'm gonna get better is if I'm honest with myself. Um, and the other thing I would say is not only speeches now, but in the second part of your question was like, what am, what am I looking for?

[00:02:39] So I'll go back and watch my, um, My coaching calls that I, that I, when I work with executives and leaders today, because I wanna see how, how was my tone? Did I, did I speak too much? You know, as a coach, my role is not to give answers. It's to ask questions and, and even ask tough questions to give my clients tougher problems.

[00:02:58] Right. Mm-hmm cause I I'm fortunate. I choose to work with really successful leaders, but I work. Successful people who want to go to the next level. And so it's not giving the answer. The answer's already inside of them. Yeah. It's asking questions. It's asking tough questions. And I often joke the reason you hire me is, is that I'm gonna push back.

[00:03:15] Cuz a lot of the people I work with, they don't have a lot of people in their lives that tell them no. Yeah. And that's what I'm there for. I'm not there to be a friend I'm, I'm there to push them, to challenge them, to invite new problems into their life so that they can ascend to another level. So. The simple formula that I use with, whether it's a, a coaching call, whether it's a speech, uh, I'll even do it with, with this pie, do it with podcast I'm on well better.

[00:03:35] How, like, what did I do? Well, what can I do better? And then how am I gonna do it? Right. Yeah. And I do that. That's part of, I've got a sheet that I work through every day, um, a as a coach now. And that's that's I call my postgame. That's what I'm gonna, I'll review it after this call and I'll review it at the end today of, of my day.

[00:03:51] Like, what did I do? Well, what can I do better? And then how, and then I wanna go back and look at trends. All right. If you said for the last three weeks, you know, if you're in sales, you want to get better at your opening and you keep listing that for three weeks. Like, do you really want to get better? Or you just putting that down?

[00:04:05] Cuz it's lip service. And so again, having that honest conversation with yourself of do you truly want to get better? And if you do. Make that decision and decide that that's what you want to do and then go forward. Yeah. I mean, it's quite the process, man. I mean, I think there's so many people that don't review things enough.

[00:04:24] And so how can you get better if you're not reviewing right. I mean, right first you need the level of awareness of what it is you need to get better at. Um, and then I love that you actually have a process or a system around documenting this stuff. So you can look for patterns. Bingo. Yeah. And one other thing I'll, I'll say that I think will be helpful.

[00:04:46] Um, not, I think I know will be helpful not only to individual, um, contributors at the sales level, but even if you're a leadership, one of my mentors actually shared this with me. When, when you go to ask for feedback, ask for specific feedback. Mm-hmm so I wanna give you an example. Let's say Colin, you're my manager, right?

[00:05:03] And I'm. In sales here. Right. And I just go to you and I'm like, Hey Colin, uh, can you help me get better on my calls? Well, number one, that's a lazy question and lazy questions. Get lazy answers. And number two, I'm asking you to do a hell of a whole lot of work, cuz my gut is I'm probably not the only rep that you are managing.

[00:05:21] Whereas on the flip side, I come to you. Hey, Colin. I've noticed as I was listening to my calls the last couple weeks, my openings aren't very strong. Would you mind giving me some feedback and oh, by the way, here's one thing I've noticed, but I'm curious with your experience, if you notice anything else.

[00:05:35] Yeah. Now I want your listeners to go back and listen to that part of the conversation that I just said, because when you ask specific feedback, you're taking a lot of the work out of the person that you're asking to help you. And so now that they can truly focus on this one specific area, and they're not worried about.

[00:05:50] Well, I gotta worry about the opening. And then what questions did he ask? Did he talk too much? What words does he, you know what I mean? So when you get specific with your feedback questions, you'll start to notice you're getting more specific and, and beneficial feedback from your manager, from your colleague, from your peer, from your, whoever it may be.

[00:06:06] Well also I think a lot of times people are. Not tracking it and looking for those consistencies or those patterns enough to really know what it is that they need to work on. Right. They might just have one situation that hurt really bad. Maybe it was a big deal. Large deal that they lost and something that such thing, you know, and, and, and something went wrong and maybe that, you know, it went wrong in that situation, but doesn't mean it's going wrong all of the time.

[00:06:36] Right. So, yeah, I think the key is like really honing in on what it is that you need to work on. And then I love that idea of asking for specific feedback. I'm a big fan of asking for feedback. From customers or prospects. Right. You know? Sure. And, and pro you know, feedback from people who decided to do business with you that feedback's okay.

[00:06:55] You know? Yeah. Uh, but the better feedback is the people that didn't go with you. And that feedback sometimes is hard to get because people don't wanna hurt your feelings. People don't like confrontation. They think it's some sort of trick to try to sell 'em. Um, and you gotta really seek that feedback out to get it.

[00:07:11] Um, but more importantly, I think you can approach it in the way that, like Tommy's saying here is like specifically review everything that happened and then go to them. And say, Hey, it looks like maybe this is worth, you know, things went wrong or where I might have missed something. I'm just trying to get better over here.

[00:07:26] You know, no pressure. It's I know it's not your job to help me, but I'd really appreciate it. You know, if you could gimme some feedback and you know, maybe you're right. Maybe they'll give you some additional context or maybe they might tell you something that you didn't find when reviewing, you know, the game tapes of that cell.

[00:07:42] Thanks for tuning in to today's episode. If you're enjoying the. Drop us a review on your favorite podcast platform. And we hope that you'll tune in again tomorrow as we are here for you every day, weekends included to help you transform the way you sell.