Richard Smith with is obsessed with Coaching.

In fact, Refract specializes in helping SDRs and Sales Rep pinpoint what it takes to be successful with their coaching platform. It’s like watching game tape in sports.

Listen in as we discuss why companies don’t coach SDRs, what individual SDRs can do to upgrade their skills, and what to do if you truly want to excel in Sales.

Great episode!

The Sales Development Conference 2019 is coming up August 23rd in San Francisco.

EARLY BIRD SOLD OUT, grab remaining tickets while available!

Big thanks to @Darryl Praill of @VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here…

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Notable Quotes: 

            “The route to sales success these days is not always that the best product wins. It’s actually your differentiation. It comes from making your salespeople better, and it’s your salespeople being more skilled and having more successful interactions with prospects.”

                                                            – Richard Smith

            “The best salespeople leave because they don’t feel like they’re being developed continuously. Even those reps who have the potential, who are coachable, who can be successful—but maybe just aren’t successful—they just need that coach and that regular development to make them successful. Until companies realize that, they’re forever going to be essentially just throwing money at the problem of constantly losing and rehiring staff.”
                                                            – Richard Smith

Brief Summary

            In all companies that hire salespeople, one of the things that they’d definitely give you is training. Training sets you up to know the ins and outs of what you’re selling, and sometimes, even to the industry you’re selling to. That said, not all companies provide the next step to training: coaching.

            In this episode of The Sales Development Podcast, we have Refract Co-Founder and VP of Sales, Richard Smith,  to talk about how valuable coaching is not just to the sales rep but also for your company culture as well as your revenue.

Today’s Guest: Richard Smith

                        Having experienced firsthand the frustrations of not having coaching at the frontlines of sales development, Richard Smith Co-Founded Refract as a solution to that frustration. Having been a business consultant and mentor, he has learned through experience how to become a good coach and educator to better help sales professionals.

The episode touches on the following key topics and ideas: 

  • Check out the 2019 Tenbound Sales Development Conference (00:20)
  • David introduces the episode’s guest, Richard Smith (01:02)
  • Richard Smith, sales development, and coaching (02:10)
    • The reason behind creating Refract (03:00)
  • Why people in sales are left to figure things out on their own (03:32)
  • The first things to do to implement coaching and training (06:18)
    • Where to get started (07:02)
  • Starting the coaching culture and buy-in from the top (10:00)
  • The most important part of the manager role (12:15)
    • The biggest excuse why coaching doesn’t happen as much as it should (15:38)
  • What happens in the Friday group coaching sessions (16:08)
  • Is there a difference between coaching and training? (17:57)
  • Where companies fall short (20:30)
    • Why companies focus on training and not coaching (21:25)
  • The huge benefit of coaching (23:35)
  • The kind of manager you want to be remembered as (25:38)
  • Dealing with being able to record the calls (27:53)
  • Roleplays too often done in the wrong way (31:50)
  • Parting words from Richard Smith (34:35)
    • Gauging coachability in interviews (34:58)
  • Where to find Richard Smith and Refract (36:33)

List of Resources Mentioned in the Episode 

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