Coaching Winning Sales Teams

Hello and welcome to Series 2 of Coaching Winning Sales Teams.  Lynn and I took a break for a short while, but we are back with a bang for Series 2.We are joined by one of the top coaches we interviewed for the book, Gary Pickering. Its now three years since we interviewed Gary and there was lots to catch up on. He outlines how he has successfully built high performing sales teams in two different industries and at scale.Gary is an award-winning and results-driven sales leader with extensive multi-channel experience within both B2C and B2B regulated environments. He has held executive leadership and Board level positions with major brands across Utilities, Retail Manufacturing and Financial Services, with responsibility for annual revenues of up to £4bn. He is passionate about the impact of coaching on sales organisations and has demonstrated this by building and leading high performing teams in excess of 1,000 people.

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.This episode is slightly different from our usual format and is an edited recording of a webinar we delivered for the Institute of Professional Sales.  I am a founding fellow of the institute and I am very passionate about its mission is to create a world where sales is recognised and celebrated as a respected profession.Lynn and I were joined on the webinar by a podcast guest from Episode 15, our friend Jon Buckthorp who is Head of Marketing for Vodafone Carrier Services a division of Vodafone Business.  We discussed how sales leaders and people are managing the shift to a Hybrid Working Model, mixing remote and office-based working. We covered a range of tools and techniques for motivating a sales team in the new normal.The conversation started with Tim setting the context for the discussion.

Hello and welcome to our sixteenth episode in the Coaching Winning Sales Teams podcastseries. Our guest this week is Mareo McCracken, Chief Revenue Officer at Movemedicalwhere he guides sales, marketing and customer success efforts.Prior to helping lead this Med Tech SaaS company, Mareo was the top performingsalesperson at multiple companies in various industries including financial services,marketing, logistics, manufacturing, and commodities. Mareo's formal education includes a bachelor's degree in sociology from Brigham YoungUniversity and a master's degree in global leadership from the University of San Diego.Outside of family, reading, food, travel, church service and sports—driving organizationaland individual growth are his passions. With a new book soon to be published, Tim kickedoff our conversation asking Mareo about the research that led to the title of his book….

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.This week we thought we'd tackle the topic of working and coaching away from the office, with all its joys and challenges.Who better to join us than our friend and ex colleague, Jon Buckthorp who knows a thing or two about working remotely. Jon is fascinated by makers, creators and innovators; he loves to see the tech used to bring amazing ideas to life from wherever you happen to be.Today, Jon leads marketing for Vodafone Carrier Services. This team is responsible for wholesale technology platforms to global telecom providers and the biggest tech brands on the planet. They co-create solutions to ignite new experiences and propel industry growth - All with the wires, wireless and clouds we never normally see but power everything we love!With twenty years of experience across retail, B2B international sales and leadership of national and global marketing teams, he has spent more time than most away from an office. Our conversation drew on that, plus how he has adapted his style from constant travelling to constant home working. 

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.This week is a real gem, a conversation between two of rugby’s leading coaches Stuart Lancaster and our co-author Tony Smith.  Stuart Lancaster has worked at the highest level of International Sport, a former head coach of England Rugby and current Leinster Rugby coach. Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He is currently head coach at Hull KR.The conversation focused on resilience in the face of both success and defeat and the coach’s role in bringing perspective and balance to the rollercoaster of top-level sport and business. We hope that you enjoyed that fascinating conversation and picked up some leadership tips from two of Rugby’s top coaches.  You can find out more about Stuart’s Leadership programmes at www.stuartlancaster.com. 

Hello and welcome to another Episode in the Coaching Winning Sales Teams podcast series.This week we’re focussing on energy, how to be at your absolute best in order to perform well and lead others, by example. We couldn’t wish for anyone better to join us than our ex colleague and dear friend Colette Heneghan, nutritionist, speaker, yoga teacher, peak performance wellbeing coach and author of ‘How to have the Energy’.Colette is founder of Optimum Living, a wellbeing organisation that has designed and delivered successful high impact health and wellbeing programmes across the world. These workshops cover topics such as nutrition for energy, thriving leadership, smart working from home and the power of sleep. Prior to founding Optimum Living, Colette worked in the global corporate world for over ten years so she knows what it’s like to be at the sharp end of business. She has since extensively studied herbal medicine and naturopathic nutrition. We had a great conversation starting with how health is so much more than the absence of illness… You can find out more about Colette and her work at www.optimimumliving .co.uk.   You can find her book here:  https://www.amazon.co.uk/How-Have-Energy-nine-point-improving/dp/1785787004/ref=sr_1_3?crid=QUS8YCM3OTLW&dchild=1&keywords=how+to+have+energy&qid=1616702819&sprefix=how+to+have+ene%2Caps%2C166&sr=8-3

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series and the first recording of 2021.We returned to theme of what we can learn from the world of sport with Marius Barnard, a former ATP Tour Tennis Player and now a very successful executive coach. Marius turned pro in 1989 and won 6 tour titles and was an 8-time tour finalist. He reached the Quarter Finals at Wimbledon as well as The Australian Open.​Continuing study during his time as a professional player, Marius majored in Business Psychology and Management. Following his playing career, Marius harnessed his degree to establish his profession as a coach and mentor. His coaching practice incorporates his specialist knowledge in performance psychology, latest developments in business and organisational practice.

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series. The first in 2021. We invited Walter Crosby, Managing Partner at Helix Sales Development, to join us. 34 years ago, a young and curious Walter Crosby began his sales career in NYC. His desire to learn and grow was, and is, insatiable. He rapidly advanced in several industries and markets across the United States and Canada fulfilling business development, sales, sales coaching, and sales management positions. We felt he would be perfect to discuss the challenge of moving from successful salesperson into sales management. He didn’t disappoint….

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series. We recorded this one in the run up to Christmas 2020 at the end of what has been a tough year for us all. It felt appropriate to focus on being kind to ourselves and others in this episode.We invited Cole Baker Bagwell, founder of Cool Audry, to join us. Cole is an unconventional blend of businessperson, mindfulness practitioner and yogi all rolled into one. With her own unique style Cole is leading a kindness revolution in the business world.Cole spent twenty years in Sales and Strategy and gave us some unique insights into how kindness and mindfulness can improve sales performance.Lynn kicked off this episode by asking Cole to talk about her approach.

Hello and welcome to Episode 9 in the Coaching Winning Sales Teams Podcast Series. This week we’re happy to be back in conversation with our co-author Tony Smith, who’s been very busy looking after his team Hull Kingston Rovers. Now in his off-season, we caught up with Tony to discuss new beginnings, how to set your team up for success, as we with a sigh of relief say goodbye to 2020 and look forward to the new year. Tony is one of Rugby Super Leagues longest and most successful coaches, leading Leeds Rhinos to 2 league titles and a world club championship, he took England to the semi-finals of the rugby league cup and when head coach at Warrington Wolves led them to 3 challenge cups and 3 grand finals – so he knows a thing or two about setting teams up for success and dealing with the ups and downs of sporting life.

Hello and welcome to Episode 8 in the Coaching Winning Sales Teams Podcast Series. This week we’re celebrating the news that we’ve had over 1,000 downloads of our podcast and we’d like to thank everyone of you for listening.We’re also delighted to have two superstar guests on our show, with a little cricket theme, Sean Jarvis and Matthew Wood.Sean’s career in sport has spanned over 25 years including working in the Premier League, the launch of Rugby Super League and one-time owner of Oldham Athletic Football Club. Sean swapped football for cricket this year to become Chief Executive Officer of Leicestershire County Cricket Club his role to develop the Cricket Club, nurture talent both on and off the field and to make the club financially sustainable.Matthew is a former English first-class cricketer who played for Yorkshire County Cricket Club and Glamorgan in a career spanning 11 years. Matthew is now a specially trained Personal Development Manager mentoring and providing support and guidance to professional cricketers in his role at the Professional Cricketers Association to care for their welfare so they can perform at their best and prepare for life after cricket.In this episode we wanted to focus on the topic of wellbeing both of the leader and team during times of uncertainty and pressure and how coaching plays into that.Here is the link to the foundation Sean talked about:https://www.leicestershireccc.co.uk/news/2020/october/the-running-foxes-re-launch-foundation.html

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series. It was International Podcast Day this week and we were honoured to be selected by Sales Enablement Pro as one of their favourite sales podcasts in 2020.In this episode we invited best-selling author and owner and CEO of the Tyson Group Lance Tyson to join us. Lance is an authority in the sales world with a passion for developing influential business leaders. Lance has worked with some of the biggest names in sports and entertainment, including the New York Yankees and the Dallas Cowboys. Lance recently published a best-selling eBook, Igniting Sales EQ: Driving Sales Confidence During Uncertainty.We asked Lance to come on the show to share some of his insights and thought leadership on the importance of sales coaching in these times of uncertainty.

Hello and welcome to another episode in the Coaching Winning Sales Teams Podcast Series. This week we had a fascinating conversation with inspirational entrepreneur Simon Severino.Simon is the CEO of Strategy Sprints, Europe’s leading remote Growth Advisory. His global team of Certified Strategy Sprint coaches do only one thing: Double the revenue of service-based businesses in 90 days. Simon also teaches Growth Strategy in select business schools and hosts the Strategy Show podcast.In this episode we discussed how to make sales coaching part of your everyday by applying Simon’s sprint methodology; focussed dynamic bursts of activity, which can yield incredible results. We loved his recipe for success: to be Humble, Hungry and Happy.

In this episode we discuss how to create the coaching relationship with two very special guests Lauren Penny and Chris Roberts. There is no Tony this week as he is back on the pitch coaching Hull KR for a game this weekend, so you have Lynn and Tim as hosts.Coaching Winning Sales Teams is based on two years research into elite coaching in the world of business and sports. It explores the coaching mindset, behaviours and skills required to develop high performing sales teams. We set out the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised role.Lauren PennyLauren Penny is a Performance Coach specialising in developing champions in sport and life. As a former International Hockey Player and former captain of the South African Junior Women’s cricket team, she knows what it takes to reach the top.Chris RobertsChris is a British Triathlon High Performance Coach and an award-winning mentor. Working alongside the Coach Development team he has supported the development and delivery of the British Triathlon’s Coach Mentor Program. Chris is co-founder and practice director of Accelerating Experience.

Welcome to episode 4 in our series of podcasts developed around the content of our recently published book, Coaching Winning Sales Teams co-authored by Tim Chapman, Tony Smith and Lynn Pickford.We spent two years researching the mindset, behaviours and skills of elite coaches in the world of business and sport and in this series we further explore these findings with our guests.This week we had the great pleasure of welcoming organisational psychologist, Professor Damian Hughes.Damian is an international speaker, best-selling author and an expert in high performance, sporting cultures and how teams achieve great success. He co-hosts the hugely successful podcast, High Performance with Jake Humphrey.Lynn has known Damian for over 12 years first meeting him at a coaching masterclass and she was struck by how he blends his academic research and opinions into memorable and entertaining stories. We also have Damian to thank for introducing us to Tony. We think you’re going to really enjoy listening to this insightful and inspiring conversation in which we talked to Damian about one of our 9 behaviours: Creating an Environment for Success.

Welcome to the third in a series of Podcasts developed around the content of our recently published book, Coaching Winning Sales Teams co-authored by Tim Chapman, Tony Smith and myself, Lynn Pickford.Coaching Winning Sales Teams is based on two years research into elite coaching in the world of business and sports. It explores the coaching mindset, behaviours and skills required to develop high performing sales teams. We set out the nine key behaviours of a great coach and provide a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised role.Today we’ll be looking at one of the nine behaviours Observation: to Look, Listen and Sense and this week we had the joy of speaking with gold medallist Paralympian Megan Giglia and Track Cycling Performance Scientist, Rob Stanley: Megan was only 27 when she suffered a brain haemorrhage and stroke and subsequent loss of function in the right side of her body, reduced speech and memory loss. Just 3 years later Megan capped her instant and impressive arrival on the world para-cycling scene by earning selection to the Great Britain team for the Rio Paralympics where she won Britain’s first gold medal in the individual pursuit. She was awarded an MBE for services to cycling in 2017.Rob has worked with a number national track cycling teams, supporting them with preparations for elite competitions. His role is to research and implement innovative and novel scientific methods that will best enhance the athlete’s performance. Rob directly supports the coaching team to apply training and racing strategies with the athletes as well as developing ideas and solutions.The podcast was recorded on video during the COVID-19 lockdown so you may hear some crackles and dogs barking occasionally as we recorded.

Welcome to the second in a series of Podcasts developed around the content of our recently published book, Coaching Winning Sales Teams. Coaching Winning Sales Teams is based on two years research into elite coaching in the world of business and sports. It explores the coaching mindset, behaviours and skills required to develop high performing sales teams. We set out the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised role.In this episode we will be looking at one of the nine behaviours:Feedback, without freaking people out!The three authors; myself Tim Chapman, Lynn Pickford and Tony Smith are joined by two of the elite coaches we interviewed for the book.Claire DarleyClaire leads the Go to Market and Sales organisation for Adobe’s Digital Media products and services division, selling to customers of all sizes across 125 markets in Europe, Middle East and Africa. Claire’s career has traversed Sales, Marketing & Commercial leadership roles in IT and Telecommunications for 25 years.Ken EvraireKen is a Corporate Leadership and Culture Consultant and a Leadership and Coaching Instructor at Algonquin College in Ottawa, Canada. He is a dedicated community builder, a former professional football player and aspiring author.

Welcome to the first in a series of Podcasts developed around the content of our recently published book, Coaching Winning Sales Teams. In this series we will be exploring the coaching mindset, behaviours and skills required to develop high performing sales teams. We will be joined on this journey by some special guests from the world of business and sport, but today it’s just the three authors; myself Tim Chapman, Lynn Pickford and Tony Smith.