Our 21st guest is Richard Smith – VP Sales at Refract. 

Owen and Richard discuss coaching, what it is and how do to do it well?. Including: 

• Who is Richard and who Refract are?

• How long does good coaching take? 

• What’s the impact if you don’t prioritise training 

• Why isn’t training prioritised by sales leaders? 

• The downsides of split focus with Hybrid roles in sales

• The mindset of Sales Leaders without patience for coaching  

• The power of communication in coaching 

• Why you should be coaching by asking questions and not by telling 

• The power of recording sales call when coaching 

• Who’s coaching the coaches? 

• How do you invest your time when coaching? 

• Richards top tips for being a great coach