Leading The Right Way - John Boucher - Coach2Scale - Episode # 003

Today’s guest loves growing early-stage B2B software companies. He’s helped multiple companies get acquired by partners like Salesforce and Concentrix. John Boucher is the Operating Partner at Stage 2 Capital and GTM Advisor for both Seismic Software and Virtualitics, Inc. John joins Host Matt Benelli to discuss the importance of investing in developing your team, doing the right things as a leader, and how to grow your sales coaching tree. Takeaways:Building a great team starts with finding the best people for the role and then helping them to become better at it. While lots of resources are poured into talent searches, it’s crucial that there is considerable budget for developing that talent once hired.Money spent on training employees to be more productive and effective must be seen as an investment. A critical factor in ensuring the return on that investment is holding people accountable and making sure that field managers implement the training.To get the necessary resources to implement effective coaching, company leadership must believe that it's worth it for salespeople to take time out of the field to receive training and coaching. By hiring great people, you will build a team that wants to be even better and you need to give them the opportunity to become better at their craft. In a sales organization, the individuals on your team want to be better than each other and the competition.Many studies have shown that people stay at companies because of the people they work for and the way they are treated by their employers. Retention rises when people feel that they are growing professionally, respected, treated fairly, being given an opportunity, which all come the individual leader that is helping them.A major reason for why performance reviews feel awkward is that the manager is not giving the sales rep regular feedback on a consistent basis. Regular performance reviews is vital to driving long-term results within your team.As a leader it is critical to always do the right thing even when no one’s around and even when it’s difficult. Your team will learn to develop the same habits and judgements as you, thereby passing along the knowledge of what the right thing is to do. Quote of the Show:“This is a people business. Selling software is people.” - John BoucherLinks:LinkedIn: https://www.linkedin.com/in/john-boucher-9100884a/ Stage 2 Capital website: https://www.stage2.capital/ Shout Outs:Ray Lane - https://www.linkedin.com/in/ray-lane-81434a15a/ 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