Leading Lifelong Learners - Mark Aboud - Coach2Scale - Episode # 021

Today’s guest is a visionary leader who knows how to focus and reinforce the right behaviors without looking at the scoreboard all the time. He’s spent 25-plus years leading and inspiring sales teams at industry titans like Oracle, SAP, and Ceridian. Mark Aboud is the Chief Experience Officer of the Middlefield Group. Mark joined Host Matt Benelli to discuss how to drive the adoption of new sales tools, how to lead digital transformations, and why it is critical to manage your team’s behavior along with their performance. Takeaways:Sales Managers need to concentrate on sales behaviors - the actions and methods salespeople use to achieve their results, rather than purely the outcomes. By empowering salespeople to control and improve their behaviors, they consistently meet or exceed their targets.Lifelong learners make for lifelong performers. Encourage learning and provide channels for growth within the organization. This can lead to better employee retention and enhance your team's performance.Sales Enablement, when done properly, can significantly boost the performance of even your best sales reps. It’s beneficial to employ successful salespeople in enablement roles to provide credible and effective training.When implementing new sales tools, seek out those who are hesitant and even resistant to the change. Ask them to at least try the tools and tell you if they help. If these people try a new behavior and see great results, they can be your most powerful evangelists.The investment in your employees' skills and in the tools they use is crucial. It is crucial to equip teams with robust digital tools and more importantly, the necessary skills to use them. While it’s important to look at outcomes, focusing on people, their behaviors, and the organization's culture will ultimately yield better results. This approach builds trust, fosters teamwork, and promotes a positive work culture.Don’t shy away from tough conversations with your team. Being truthful, transparent, and open in your conversations helps develop trust. Quotes from the Show:“A good idea well-executed is a rare thing.” - Mark Aboud“People that are lifelong learners will be your lifelong performers.”- Mark AboudLinks:LinkedIn: https://www.linkedin.com/in/mark-aboud/ Website: https://middlefield.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io