In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest Nicolas De Swetschin, Head of Sales for noCRM.io, He discusses what are those best practices from a sales coaching standpoint. He also shares tips, and techniques that we all could immediately start to implement.

Episode Highlights

• 01:53 – Nicolas shares, he has been working in sales for the last 15 years. He did graduation as a Telecommunication Engineer but he started straightaway in sales, b2b sales, complex sales, and international sales.
• 02:47 – Sam enquires, what got Nicolas started in sales and what was his motivation.
• 03:32 – Nicolas always has mixed technical stuff and sales but then he switched to a fuller business development position.
• 04:05 – Salespeople are getting much more technical than they used to be, says Sam.
• 06:15 – Sam asks the guest about the biggest change they’ve seen in sales in 12 years, both for the best and for the worst.
• 08:23 – “How do you define sales coaching in your world?” Sam asks Nicolas.
• 10:34 – Nicolas says that tip one would be setting the context and making sure all the feedback and coaching they were doing is taken and made with positivity.
• 12:25 – Sam asks Nicolas about other goals that they have set up at that meeting every week.
• 17:35 – Nicolas shares how they chose deals to talk about.
• 19:44 – Sam enquires from Nicholas about managing accountability to those in roles.
• 21:32 – Nicolas explains how he manages to coach.
• 24:00 – They do a team sharing session to share what they are running up against whatever the topic might be, says Nicholas.
• 25:16 - Where does personal development fall into your strategy, asks Sam.
• 28:34 – Nicolas states that it would be better if they select their training session.
• 32:22 – Sam enquires about the biggest obstacle that Nicholas faces in his day-to-day life in making all that happen.
• 36:46 – Nicholas suggests to the team to think positively and take your failures as a game.

Three Key Points

1. Due to COVID, we realized that there were no big needs for traveling around the world and meeting customers each time we wanted to talk to them.
2. Nicolas highlights they've got one-on-one sessions every week with all the members of his team, and in that session, he got to know their feeling is a bit deeper into the deals where they are struggling so that he can help them remove the obstacles.
3. Training is very important, at least self-training, constant training and we should apply this more to sales or any skills in companies.

Tweetable Quotes

• “I started as a Technical Sales Manager, so, it's a kind of mix between engineering, and sales. I learned a lot about sales during that first row.” - Nicolas De Swetschin
• “I still find a lot of value in face-to-face meetings; I do think there's something to be said for meeting someone face-to-face.” – Sam Capra
• “I think the training is part of the coaching, it's a very important part”. – Nicolas De Swetschin
• “It’s very important to keep these regular meetings to build up the team spirit and make people talk together and just at the end of this meeting, we set up our weekly goals”. – Nicolas De Swetschin
• “Let them think about their solution, instead of always giving them the solution” - Nicolas De Swetschin
• “We try to build-up the culture of the comp