Transform Your Coaching Approach and Drive Incredible Results

Drop down and get your WGLL on. Yup, you read that right.

But it’s not what you’re thinking. WGLL = What Good Looks Like.

And it’s the #1 most underrated thing that managers miss when coaching their people.

Here’s what I mean by that.

It’s not good enough to tell reps they need to improve their tonality, or objection-handling skills or running “proper discovery”.

Too often we only focus on what’s broken, and what’s NOT going well, and we never actually take the time to do the opposite which is to identify what good looks like.

Aka - Study Greatness.

We know all too well what we don’t want to see, and what we don’t want to hear, but very very rarely do I go into orgs where what good looks like is actually on paper, and built on reality.

Plenty of companies have sales playbooks collecting virtual dust on shelves somewhere, that’s because too often they are outdated, high level, not built on reality and don’t involve the reps/top performers, this process is completely different.

So let me walk you through my ‘Studying Greatness Org Transformation Process’

This is how I’ve repeatedly gone into orgs (like Snowflake and Hubspot) and improved results massively in 90 days or sometimes less, and it actually starts with identifying the GOOD before identifying the bad.

It’s called the D4 Method.

Here’s how it works (ps - you can find more info on this in my brand new $1B Sales Leadership Methodology program here.)

D1 - Define

• Once we have diagnosed, we need to define the WGLL (pronounced wiggle) - what good looks like.

• This becomes the standard - What TO do and what NOT to do (the not is sometimes just as important)

• This is the BPS - Behaviors, Process and Skills behind WGLL.

D2 - Document

• We need to write it down

• Create the reference guide

• Create the scorecard

• Create the checklist.

D3 - Demonstrate

• Record Training - Managers, Top Performers, Directors.

• Compile the best practice library

• Set up triggers and alerts if we can.

D4 - Deliberate Practice

• Create a coaching cadence leveraging all tools in our tool belt. Scheduled and Mapped out.

• Team Leads

• Tribal Training

• Micro Sessions

• Self Practice

• Call Scoring

• No skill is developed without practice

• Too many companies and reps are practicing on prospects.

So now look at what we have done.

We know What Good Looks Like and it’s actually built off things that are working in the real world right now.

We defined it. We documented it. We demonstrated it. We built practice plans.

This is how you can actually drive change, and create coaching plans, and skill development plans that actually work!

So here’s your homework this weekend.

Pick a metric and follow this process. Watch how things change. It’ll be worth it - trust me.

Speaking of things that are worth it. Have y’all seen what Vidyard just did? They just changed the game on how buyers get their demos.

It’s actually pretty amazing.

They have pre-set buyer-specific scenarios and created on-demand videos so prospects can educate themselves on their terms.

There are 3 options to choose from (Sales, Marketing and Deal Rooms).

Check it out here. It’s pretty dope and not something I’ve seen much of before,

Until next week,