Ep12 The Case for Sales Coaching & The Hubble Telescope

Welcome to the Inside Sales Enablement Podcast, Episode 12Sales Coaching -- the definition matters. Especially with regard to enablement and Sales ManagementThere is A LOT of noise in the market today about "sales coaching" The question is, does it help sales managers become force multipliers, or is it a source of conflict? In the episode, the guys use a role-play (Scott based on feedback he's heard from many different sales enablement leaders and Brain-based on research he's currently doing on front-line sales managers).  Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.EPISODE TRANSCRIPT:Nick Merinkers 00:02Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 00:34Hi, this is Scott Santucci.Brian Lambert 00:35And I'm Brian Lambert and we are the sales enablement insiders. Our podcast is dedicated to helping leaders understand the big questions they should consider to be successful in sales enablement. On this podcast, we like to reframe, revisit, rethink and tackle reality in the sales enablement role. Scott, why don't you frame it out for us today.Scott Santucci 00:57Sure thing, Brian. And thank you very much for everybody listening, that's a great introduction, Brian. One of the things that we're going to be talking about here today is the fuzzy world, the gray area of sales coaching, and the difference between frontline sales managers and sales enablement and to give that some color, the the way that we're going to frame it out is I'm tell a little bit of story about the Hubble Space Telescope. And if you are a science nerd like myself, you're appreciating the wonderful images that we have shoot, they even took a photo a couple months ago of actual real life black hole. It's amazing. It's absolutely amazing. But the story that of starting out wasn't so great. When the Hubble Space Telescope was first released and brought out of the space shuttle had a problem. It actually couldn't focus on, on anything really. And the problem that had is like most complex machinery, there were different teams. One team was focused on doing calculations using the metric system. Another team was focused on using the standard system. And you can think, oh, what a bunch of idiots. But I think no one in their right mind would call somebody who works at NASA literally a rocket scientist, stupid. The issue is when things get complicated, it's very, very, very, very, very, very easy for people to lose sight of, of clarity, particularly lack of communications and the like. So that's, that's what we're talking about. And, Brian, your thoughts?Brian Lambert 02:41Well, I would say we don't have the standard coaching system and the metric coaching system or maybe we do but when you look at that, Scott, what's what's your point as it relates to sales coaching?Scott Santucci 02:56My point on that is very simple sales. People are smart. Sales Managers are smart, sales enablement. People are smart, and VPS of sales are smart. Let's assume everybody in their roles are smart. It is very easy for us to sit there and call and think other people are not able to do one