Nature Vs. Nurture in Sales - Dave Phillips - Coach2Scale - Episode # 013

Coach2Scale: How Modern Leaders Build A Coaching Culture

Today’s guest is a servant leader who has led successful sales teams at some of the largest B2B tech companies on the plant. Dave Phillips is the Senior Vice President of Sales at 3Play Media. Dave and Host Matt Benelli discuss nature versus nurture in sales, why relationships are still important in the age of SaaS, and what is impacting quote attainment today.

Takeaways:

• Sales can be taught to just about anyone, there is no one right personality for sales success. Recognize that sales skills can be taught and developed and that there is a variety of salesperson types and styles.
• Coach salespeople not just for immediate results, but also for their long-term growth and career development. Support their progress and work towards their personal goals.
• Understand the importance of relationships in sales, both with customers and within the sales team. Teach and develop skills related to building and maintaining strong relationships.
• Data beats stories when making key decisions. Utilize data analysis to identify areas for coaching and improvement. Analyze conversion rates, track sales funnel performance, and identify gaps in the sales process to guide coaching efforts effectively.
• Create a culture where feedback is welcomed and encouraged. Conduct regular deal reviews and brainstorming sessions to pinpoint areas for improvement and provide constructive feedback.
• Look for candidates who demonstrate coachability, curiosity, and competitiveness during interviews. Prioritize candidates who invest in their own development and show a willingness to learn and grow.
• Address toxic behavior promptly, even if the individual is achieving high sales results. Recognize that toxic behavior affects both customers and the overall organization negatively.

Quote of the Show:

• “I believe sales can be taught and can be taught to almost anyone.” - Dave Phillips

Links:

• LinkedIn: https://www.linkedin.com/in/davephillips05/
• Website: https://www.3playmedia.com/

Shoutouts:

• Pat Galvin: https://coach2scale.transistor.fm/episodes/manage-for-the-career-not-the-quarter-patrick-galvin-coach2scale-episode-011
• Amy Appleyard: https://coach2scale.transistor.fm/episodes/coaching-the-whole-salesperson-amy-appleyard-coach2scale-episode-009
• Bill Bagshaw: https://coach2scale.transistor.fm/episodes/servant-leadership-in-saas-sales-william-bagshaw-coach2scale-episode-006
• Hilarie Koplow-McAdams: https://www.linkedin.com/in/hilariek/

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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