Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2 Gary Milwit - SVP at Stone Street Capital LinkedIn - http://www.linkedin.com/in/garymilwit Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

2. The Real ABC’s of
Sales:
Always Be
Coaching

3. • former high school football coach.
• Worked under two Head Coaches who have won 15 MD State
Championships combined. Both are in the High School Football Hall of
Fame.
• Former high school Athletic Director. In 1994, the youngest public school
AD in the country. 1998 named MD State Athletic Director of the Year.
• 10 years teaching high school accounting and consumer finance.
• Currently I am the Coach w/ the title of Senior Vice President of Sales
and Business Development of a specialty finance company 3 miles north
of Washington, DC. I have 74 employees/players who are directly
involved in sales.
• In May my three teams were able to close 176 deals for over $3M in
revenue.
Gary Milwit

4. Pregame Questions
• Who here has ever been coached?
• Who has formally coached before?
• Do you believe that micromanaging is a
negative and ineffective technique?

5. Coaching Staff:
The 5 Roles of a Leader
• Manager: “This is what to do.”
• Trainer: “Look and learn what you could do.”
• Mentor: “Watch what I can do.”
• Counselor: “I can help you with issues you have
doing.”
• Coach: “This is how to do.”

6. The Head Coach:
Steps to Coaching Success
• Define the “who” – Identify the
skills, techniques, and knowledge that your
employee possesses already.
• Coordinate the “why” – Why are they there?
What is their goal?
• Strategize the “how” – How do you maximize
their potential?
Answer: PRACTICE

7. On the Practice Field:
The Way to Win
• What is practice?
• Why is practice important?
• Each employee should have their own individual
practice plan utilizing strategy and tactical moves.
• The Coach’s main focus is on his or her ability to
run effective practices.

8. Winning the Game:
Success Comes from the Inside
• With practice, a coach can unlock an employee’s full potential
within, leading them to their end goal.
• The most effective coach can identify when coaching is
necessary versus the other roles of a leader, and is able to
compliment those roles.
• Who do you coach? Create a coaching method that flows
down through your organization on all levels. Every member
of the coaching staff is important.

9. If you learn nothing else from today
Players Win Games; their coaches lose games.
Accept your role and be responsible for the
results!

10. Don’t forget who helped you become the
professional you are today.