In this episode, Bryan introduces a bold shift in how sales coaching should be done – by focusing on the science and mechanics of selling rather than the often subjective “art” of it. Drawing on nearly three decades of experience as a coach (and a self-proclaimed “recovering sales trainer”), Bryan proposes a more measurable, documentable, and results-driven approach to developing salespeople.
Bryan explains why sales leaders should spend more time coaching what can be seen, measured, and repeated. He unpacks how role-playing, while sometimes helpful, doesn’t always translate to real-world outcomes, especially for remote or digital sellers. He dives into the difference between coaching “the art” of selling (which is based on opinions) and coaching “the science” (which is grounded in data and behavior). And he makes the case that most salespeople thrive when they’re held accountable to actual results, not just training exercises.
If you’re ready to rethink your approach to coaching – and focus on what actually moves the needle – this episode is for you.
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