Nature Vs. Nurture in Sales - Dave Phillips - Coach2Scale - Episode # 013

Today’s guest is a servant leader who has led successful sales teams at some of the largest B2B tech companies on the plant. Dave Phillips is the Senior Vice President of Sales at 3Play Media. Dave and Host Matt Benelli discuss nature versus nurture in sales, why relationships are still important in the age of SaaS, and what is impacting quote attainment today.Takeaways:Sales can be taught to just about anyone, there is no one right personality for sales success. Recognize that sales skills can be taught and developed and that there is a variety of salesperson types and styles.Coach salespeople not just for immediate results, but also for their long-term growth and career development. Support their progress and work towards their personal goals.Understand the importance of relationships in sales, both with customers and within the sales team. Teach and develop skills related to building and maintaining strong relationships.Data beats stories when making key decisions. Utilize data analysis to identify areas for coaching and improvement. Analyze conversion rates, track sales funnel performance, and identify gaps in the sales process to guide coaching efforts effectively. Create a culture where feedback is welcomed and encouraged. Conduct regular deal reviews and brainstorming sessions to pinpoint areas for improvement and provide constructive feedback. Look for candidates who demonstrate coachability, curiosity, and competitiveness during interviews. Prioritize candidates who invest in their own development and show a willingness to learn and grow.Address toxic behavior promptly, even if the individual is achieving high sales results. Recognize that toxic behavior affects both customers and the overall organization negatively.Quote of the Show:“I believe sales can be taught and can be taught to almost anyone.” - Dave PhillipsLinks:LinkedIn: https://www.linkedin.com/in/davephillips05/ Website: https://www.3playmedia.com/ Shoutouts:Pat Galvin: https://coach2scale.transistor.fm/episodes/manage-for-the-career-not-the-quarter-patrick-galvin-coach2scale-episode-011 Amy Appleyard: https://coach2scale.transistor.fm/episodes/coaching-the-whole-salesperson-amy-appleyard-coach2scale-episode-009 Bill Bagshaw: https://coach2scale.transistor.fm/episodes/servant-leadership-in-saas-sales-william-bagshaw-coach2scale-episode-006 Hilarie Koplow-McAdams: https://www.linkedin.com/in/hilariek/ 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