Ep. 11- The Hidden Costs of Poor Productivity with Olivia Lockwood

Welcome back to Season 2 of the Supercharge Your Sales Velocity Podcast!Fergal is kicking off Season 2 with an incredible guest, Olivia Lockwood, founder of Open Up Coaching, who shares her career journey from starting out as cabin crew to becoming a world-class sales coach helping Fortune 500 teams unlock millions in revenue.Olivia opens up about the power of deal coaching clinics, what most salespeople get wrong about productivity, and how to shift focus entirely onto the customer.She breaks down her COM-B framework, explains why passive conversations kill deals, and reveals the neuroscience behind creating ‘constructive tension’ that drives real change.They also chat about how to identify the cost of inaction and challenge buyer indifference.Timestamps:00:00 Olivia's Career Journey from Cabin Crew to Coaching04:39 Understanding Deal Clinics07:24 Key Things That Come Up in Deal Coaching Clinics08:58 Productivity in Sales11:50 Measuring Productivity and Efficiency15:20 What Happens During the Clinics19:13 The Cost of Inaction24:18 Client Value Delivered27:18 The Power of Reverse Close Plans29:33 Understanding the COM-B Framework31:12 The Importance of Peer Coaching32:22 Maximising Virtual Interactions34:30 The Myth of Multitasking37:05 Quiet Quitting and Promotions46:25 Constructive Tension in Sales50:08 Favourite QuotesPlease make sure to rate the podcast 5 stars and subscribe if you enjoyed!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Olivia:LinkedIn: Olivia R LockwoodWebsite: www.openupcoaching.com