The Sales Coaching Revolution │ David Masover

Art & Science of Complex Sales

Get ready for a fresh season of the Art & Science of Complex Sales Podcast – it's the Coaching Season! In this episode, we're joined by David Massover, a Sales Management Coach and consultant from David Masover Sales Consulting.

Tune in to hear David's journey, from facing challenges as a new salesperson to becoming a skilled coach. He'll share valuable tips about the art of selling successfully. Together, we'll explore how important good coaching and mentorship are in tackling the world of sales.

Sales Coaching and Making Connections (13:08)

This chapter we explore the intersection of sales processes and relationship building through the lens of David Massover's unique perspective, which likens cultivating a romantic relationship to the deliberate approach one takes in sales. Drawing on his extensive experience as a VP of business development and co-founder of a startup, David shares how his realization that finding a relationship is akin to seeking a good lead source sparked the concept for his book, "The Salesperson's Guide to Dating."

The Value of Coaching in Sales (19:52)

This chapter focuses on the unique challenges and psychological demands of a career in sales, highlighting the importance of having a coach to navigate the complexities of the role. David shares his insights on promoting top salespeople to management positions without equipping them with the necessary coaching skills. The conversation shifts to the "abadabadou methodology," a humorous placeholder for any generic strategy that may not be tailored to an individual's needs. We then consider the concept of sales as a craft, emphasizing the value of mentorship and hands-on learning, drawing parallels with traditional crafts where skills are passed down through observation and practice.

The Value of Coaching in Sales (30:21)

This chapter we explore the misunderstood concept of coaching within organizations, emphasizing its importance and potential impact when prioritized by leadership. We examine coaching as a learnable skill that requires organizational capacity and resources, highlighting the difference between short-term pressure tactics and the long-term benefits of genuine coaching. David also shares his personal experiences with coaching, including the positive changes that can result from even a few impactful sessions. We reflect on the common pitfalls companies face when they rush for quick fixes instead of fostering effective team communication skills.