How to deliver value through coaching with Bruce Scheer and Scott Presse

Join Bruce Scheer and guest Scott Presse as they delve into effective sales leadership and the transformative power of structured coaching. Discover how to maximize your sales team's performance and boost revenue through targeted strategies. - The significance of Return on Sales Leadership (ROSL) and its impact on meeting quotas. - Importance of maintaining a healthy and balanced sales pipeline for productivity and revenue. - Structured coaching principles for better prioritization and action in sales. - Differences between effective coaching and daily communication. Early-stage coaching in sales cycles for optimized outcomes. 00:00 ValuePro Show features trusted advisor Scott Presse. 04:13 Sales management isn't formally taught or learned. 09:25 Coaching shifts performance, reduces reliance on top performers. 13:10 Evaluate sales leadership by quota achievement rate. 16:13 Calls often lack preparation, lead to low-value exchange. 19:18 Coach early to ensure long-term success. 23:14 Pipeline: Opportunities' aggregate, not deal reviews. 24:06 Quantity vs quality: Achieving quota through strategic engagement. 28:33 Pipeline discipline helps sellers understand business health. 32:13 Strategic focus on select accounts and coaching. 36:17 Coaching guides organize best practices for leaders. 38:42 Seek honesty, ask: What are you proud of? 41:38 Second-line sales leaders need improved coaching responsibility. 45:06 Scott shares practical sales coaching strategies.