Leadership Lessons & Coaching Insights with Matt Benelli

Coach2Scale: How Modern Leaders Build A Coaching Culture

What if your beliefs about feedback and coaching timelines are holding you back? Guest host Colum Lundt, CEO of CoachEm, takes the helm to interview our regular host, Matt Benelli! Both are co-founders of CoachEm and share the myths and misconceptions about coaching sales teams. Matt dismantles the notion that coaching yields immediate results, likening this misconception to expecting instant mastery in swimming. They advocate for feedback that strikes a balance, highlighting strengths while pinpointing areas for improvement, and the power of self-assessment that transforms coaching into a nurturing ground for growth.

Navigating the murky waters of management can be daunting for new leaders. Our discussion uncovers the universal struggle of setting expectations and the weight of maintaining accountability within teams. Through candid anecdotes, they uncover why some managers shy away from difficult conversations and the all-too-common trap of wanting to be liked. By modeling self-accountability and utilizing strategies like setting clear goals, holding regular one-on-one meetings, and providing timely feedback, managers can foster an environment of responsibility and success within their teams.

Finally, Matt explores the art of leadership through preparation and engagement. We highlight how leaders like Mike Myers and Bill Belichick exemplify humility, discipline, and adherence to team values. These seasoned mentors teach us the importance of thorough preparation, the strategic use of "commander's intent," and conveying messages from higher-ups in an inspiring way. Matt reflects on how building a team around shared values paves the way for long-term success.

Chapters:
(00:00) Building Coaching Cultures
(15:27) Accountability and Effective Management Strategies
(31:48) Effective Leadership Lessons Learned
(43:32) Coaching Lessons and Leadership Attributes

Takeaways:

• Long-term Investment in Coaching: Sales coaching is not about immediate results. It's a long-term investment in behavior change, similar to learning a new skill. Sales leaders should approach coaching with patience and commitment, focusing on gradual improvement over time.
• Balanced Feedback: Effective feedback should be balanced, highlighting both strengths and areas for improvement. Encouraging self-assessment among team members can create a more constructive and positive coaching environment, promoting growth and development.
• Accountability and Modeling Behavior: Sales leaders must hold themselves accountable before they can effectively hold their teams accountable. Modeling the behavior they wish to see in their teams is crucial for setting clear expectations and maintaining accountability.
• Structured Management Strategies: Implement structured strategies such as setting clear goals, tracking progress, and providing timely feedback. Address underperformance immediately to prevent issues from escalating, and maintain regular one-on-one meetings to reinforce accountability.
• Leadership Beyond Directing: Leadership involves preparation, engagement, and composure under pressure. Convey motivational messages effectively and focus on building inclusive environments. Use the "commander's intent" concept to guide teams towards common objectives.
• Learning from Notable Leaders: Emphasize humility, positivity, and adherence to team values as demonstrated by leaders like Mike Myers and Bill Belichick. Investing in managerial training and focusing on shared team values can lead to long-term success.
• Commitment to Self-Development and Curiosity: Encourage a commitment to self-development and foster a culture of curiosity within the team. These traits can be developed and are essential for continuous improvement and effective leadership.
• Effective One-on-One Meetings: Maintain the importance of one-on-one meetings with team members. Consistently holding these meetings demonstrates care for team members' success and fosters a culture of accountability and feedback.

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