In this episode of 'Coach2Scale,' host Matt Benelli is joined by Colum Lundt, co-founder and CEO of CoachEm. They delve into the significant gap in sales coaching and how CoachEm seeks to bridge this divide. Colum explains the critical difference between coaching and managing, emphasizing the importance of focusing on behaviors rather than just outcomes. The discussion also highlights the application of causal AI in improving quota attainment for CoachEm's clients.

Takeaways:

~ Invest in Manager Training: Ensure managers are trained to pull through training to ensure it's applied and that employees are learning from each other. Consider the significant impact of managers on employee performance and the need for intentional management, especially in remote work environments.

~ Focus on One-on-One Meetings: Treat one-on-one meetings with team members as sacred. These meetings are crucial for building relationships, providing specific feedback, and addressing both effort and effectiveness. Don't blow off these meetings; treat them with the same importance as meetings with key prospects or clients.

~ Prioritize Coaching over Managing: Understand the difference between managing (supervising effort) and coaching (enhancing effectiveness). Managers should focus on pinpointing where employees struggle and helping them develop the skills needed to overcome these challenges.

~ Leverage Data for Coaching: Use data to determine exactly where employees are struggling and why. Combining structured coaching with specific feedback based on data-driven insights can significantly improve team performance.

~ Build a Recruiting Pipeline: Treat the hiring process like closing a million-dollar deal. Always build a pipeline of candidates, even when not actively hiring, to ensure you can quickly find the right talent when needed. Active listening and great questioning are key in the hiring process.

Set and Maintain Cultural Values: Emphasize and model company cultural values in your leadership practices. Highlight and reward behaviors that align with these values to reinforce them across the organization.

~ Utilize AI as a Support Tool: Use AI and machine learning to assist managers by providing data-driven insights and recommendations. AI can help managers focus on key issues and spend their time more effectively, allowing for more precise and impactful coaching.

Quote of the Show:

• “if you really want to instill the right culture, you would treat that one on one as sacred”

Links:

• LinkedIn: https://www.linkedin.com/in/colum1/
• Website: https://coachem.io/

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