This podcast excerpt from the “Value Pro Show” features a discussion between Bruce Scheer and Scott Pressy, an experienced coach and transformation leader, about how to effectively deliver value through coaching for sales teams. The conversation highlights the significant impact of coaching on revenue performance and individual seller productivity, emphasizing the concept of Return on Sales Leadership (ROSL), which measures the value a sales leader brings to the organization by improving team performance. They delve into practical strategies such as establishing a structured coaching cadence with focused 30-minute sessions, prioritizing coaching on pipeline health and “top X” opportunities, and equipping sales leaders with coaching guides and best practices. The purpose is to provide actionable insights for sales leaders to move beyond basic deal inspection and implement a system of coaching that truly develops their teams and drives measurable results.
