In this episode, Ben discusses the importance of understanding where your sales team is at in their development and how to effectively coach and lead them based on their stage. He introduces Tuckman's model of team engagement, which includes the stages of Forming, Storming, Norming, and Performing. Ben provides practical tips and strategies for each stage, emphasizing the need for communication, training, and building a strong team culture. He also highlights the importance of personalizing training programs to maximize individual performance. A jam-packed episode offering valuable insights for Sales Leaders looking to develop high-performing teams.
Key Takeaways:

Understanding the developmental stage of your sales team is crucial for effective coaching and leadership.
In the Forming stage, focus on building relationships, defining roles, and establishing team values.
During the Storming stage, address conflicts and disagreements by fostering open communication and teamwork.
In the Norming stage, ensure that the established rules of engagement are still relevant and encourage continuous learning.
The Performing stage requires ongoing learning, personal growth plans, and managing burnout to maintain high performance.

Timestamps:
0:00 Intro
1:48 Coaching for Success
4:08 Understanding Where the Team is At
4:30 Tuckman’s Model for Team Engagement
5:08 Tuckman’s Model: Forming
6:02 Tuckman’s Model: Storming
7:36 Tuckman’s Model: Norming
8:35 Tuckman’s Model: Performing
9:14 Leveraging the Tuckman’s Model
23:02 Coming Up
23:29 Health and Wellbeing Tip
24:57 OutroRate, Review, & Follow
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