Coaching the Player Not the Play with Hilmon Sorey #005
Hilmon Sorey is an award-winning trainer to more than 15,000 salespeople and over 5,000 senior executives. He is also a sought-after speaker around the globe. Hilmon is Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm. He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and more.
In this episode, you’re going to learn all about Coaching the Player Not the Play.
Episode Show Notes:
- Hilmon shares how co-authoring eight (8) books on sales management and sales coaching has helped to shape his consulting practice.
- Hilmon Referenced ‘The five levels of learning'
- He explains their Team Framework (Talent, Engage, Accelerate, and Mastery) for onboarding and developing salespeople from their book: Hiring, Onboarding & Ramping Salespeople
- We go into how to identify competencies and then how to uncover where those competencies lie relative to where they need to be.
- “You cannot coach someone on something that they haven't been trained to do.” -Hilmon Sorey
- We discuss competency-based questions and skill assessments during the interview process.
- “You've got to have an experiential interview. Create an experience that allows for the person you're talking to demonstrate their best capability within the competency that you're looking for.” -Hilmon Sorey
- Hilmon explains why organizations don’t apply the same level of rigor to developing salespeople the way other departments apply high degrees of rigor and consistency in their core areas. He attributes it to the fact that most companies don’t know how to measure or manage the lifetime value of an employee.
- “Coaching is really discovery. It's not about telling people what to do. That's training, right? It's about using the same tools of discovery that you used when you were talking to prospects.” -Hilmon Sorey
- Hilmon breaks down why he doesn't believe in this concept of servant leadership and how to have difficult coaching conversations.
- Hilmon Referenced: Karpman's Triangle
- We wrap up by discussing where it fits to bring in someone external like a Consultant.
- Hilmon says, “The biggest benefit is that there's often that piece of providing perspective. You're leveraging the expertise of someone that has worked with a number of companies and has a perspective of knowing what’s working across the industry. It's about someone coming in and providing you the reps and the regime and the practice that you can then take and run with and continue to strengthen your team.”
Guest Bio:
Hilmon Sorey is a Co-Founder of CoachCRM sales coaching software for managers; Co-Founder of ClozeLoop, a management consulting firm based in New York, Houston, Silicon Valley, and Johannesburg; Partner in 2.12 Angels as a seed-stage venture capital firm; and author of 8 top-selling books on sales, sales management, and coaching.
He's spent 25 years in Silicon Valley with 3 successful exits.
He has coached and consulted high-performing teams in companies that range from early-stage startups to Salesforce, Box, SurveyMonkey, Bill.com, and some of the fastest-growing companies in the world totaling over $600B in valuation and market cap.
He's an award-winning trainer to more than 15,000 salespeople and over 5,000 senior executives. He is also a sought-after speaker around the globe.
Audiences embrace his high energy and passion for developing individuals and teams.
He brings expertise, authenticity, transformative stories, and insider visibility into how the fastest-growing companies in the world are built.
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