Stronger Sales Teams with Ben Wright

• Episode 141: How to Coach Effectively as a Sales Leader

  In this episode of the Stronger Sales Team podcast, Ben Wright revisits one of the series’ most powerful discussions—an in-depth exploration of the Grow Model, the coaching framework pioneered by Sir John Whitmore in the 1970s. Ben masterfully unpacks how this enduring model remains vital in today’s dynamic sales landscape, empowering leaders to elevate team performance through goal setting, situational awareness, and decisive action. Drawing from his extensive experience in B2B sales, he offers practical insights and proven strategies for embedding structured coaching into everyday leadership. The result is a must-listen episode for sales professionals seeking to cultivate accountability, unlock potential, and drive sustained business growth.Key Takeaways:• A structured coaching model consisting of Goals, Reality, Options, and Will, designed to drive performance and empowerment within sales teams.• Techniques for effectively implementing the Grow Model to bridge gaps between current situations and desired outcomes.• These two key elements are crucial for achieving goals within the coaching framework.• Recommendations for sales leaders to practice, apply, and refine the Grow Model for boosting team performance.• Focuses on sustainable practices for physical training, emphasizing balance among speed, volume, or distance to avoid injury.Time Stamps:0:00 Intro1:27 Blast From the Past3:56 The Importance of a Coaching Model5:20 G.R.O.W. Model8:43 G.R.O.W. Model: Two Key Parts10:31 G.R.O.W. Model: Goal11:50 G.R.O.W. Model: Reality13:41 G.R.O.W. Model: Options15:25 G.R.O.W. Model: Will22:13 Rolling the G.R.O.W. Model out25:03 Health and Wellbeing Tip26:24 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

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• Episode 140: 8-Habits that Successful Sales People Own

  In this episode of the “Stronger Sales Team” podcast, host Ben Wright unpacks the key habits that distinguish top-performing sales professionals and shares actionable strategies to boost individual results. With his trademark clarity, Ben revisits proven sales tactics and behavioural traits that continue to drive success in today’s competitive market. He highlights the importance of understanding client needs, handling objections with confidence, and maintaining a strong professional network. Packed with practical insights, this episode empowers sales leaders to elevate performance and sustain excellence across their teams.Key Takeaways:• Successful salespeople continually grow their network through strategic networking and leveraging existing relationships.• Focus on understanding customer needs before presenting solutions, emphasizing strong problem-solving skills.• Develop a structured approach to addressing and overcoming customer objections, crucial for building trust and closing deals.• Cultivate strategies to consistently engage and influence key decision-makers early in the sales process.• Foster an insatiable appetite for learning to adapt to changes and avoid stagnation in sales practices.Time Stamps:0:00 Intro1:27 Blast From The Past2:51 Recap3:20 Talent Management4:51 Expanding Reach7:07 Understanding the Problem9:11 Handling Objections12:45 Reaching to the Decision Maker15:25 Contributing to Team Success17:04 Learning New Things19:58 Using Metrics21:36 Customer is the Focus23:36 Recommendations25:27 Health and Wellbeing Tip 27:40 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

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• Episode 139: Why Training is Non-Negotiable to Grow Your Sales Results

  In this engaging episode of the Stronger Sales Teams podcast, host Ben Wright highlights the vital role of well-structured training programs in driving sales team success. He underscores that even the most seasoned sales leaders benefit from revisiting the fundamentals, reinforcing the need for ongoing training until performance targets are consistently achieved. Ben presents a practical framework encompassing sales, technical, and business competencies, offering actionable guidance on designing impactful programs, leveraging feedback, and aligning learning initiatives with shifting market trends.Key Takeaways:• Sales training remains vital, and even experienced sales leaders can benefit from revisiting the basics regularly.• Organize training into sales skills, technical skills, and business skills to optimize engagement and learning.• Regularly update training programs to reflect evolving market trends and emerging technologies, like AI.• Encourage feedback and idea generation during training sessions to identify business improvement opportunities.• Utilize training to build team culture, ensuring sessions are interactive, engaging, and a platform for cross-functional learning.Time Stamps:0:00 Intro1:42 Blast from the Past3:38 Recap7:18 6 Reasons Why Training it Important11:13 How to Build a Training Program: 3 Areas to Cover17:41 Implementing the Training Program23:15 Outcome of a Training Program24:17 The Challenge for Today26:30 Health and Wellbeing Tip27:28 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

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• Episode 138: These 3 Metrics Will Grow Your Sales Revenue

  Explore the intricacies of effective sales team management in this enriching episode of the Stronger Sales Team podcast featuring sales expert Ben Wright. As Ben recounts his journey from a top-performing salesperson to a seasoned sales leader, he underscores the importance of structured learning and mentorship in overcoming the challenges inherent in sales leadership roles. This episode delves deep into strategic approaches like the three box model, designed to streamline sales performance metrics, thus aiding sales teams in achieving and exceeding their targets efficiently. This episode is a rich resource packed with insights for those aspiring to excel in B2B sales management.Key Takeaways:• Three Box Model: A profound tool comprising the metrics of the number of meetings, active pipeline size, and sales achieved, helping managers maintain focus and drive performance.• Energy, Strategy, and Talent: Aligning the three box model with the TeamSTEP model, Ben highlights how energy, strategy, and talent are crucial levers for achieving sales excellence.• Clear, simple metrics enable sales teams to keep sight of their goals and avoid the pitfalls of overcomplicated data which can impede alignment and performance.• Ben emphasizes shortening learning cycles for new leaders through training and mentorship to avoid years of struggle.• The podcast discusses the broader journeyTime Stamps:0:00 Intro2:36 Revisiting Episode 154:30 “ Vulnerable Moment”9:30 The Three-Box Model10:21 Lighting the Fire Underneath11: 33 Being Clear on the Metrics to Our Team13: 11 Simplifying the Sales Metrics13: 37 First Box: Number of Meetings14:17 Second Box: Active Pipeline Size15:25 Third Box: Sales16:44 Measurement17:09 Team Step Model= Three-box Model18:33 The Three-Box Model Details23: 20 Helping a Team Member Close24:57 How to Implement the Three-box Model26:14 Health and Fitness Tip27:05 OutroRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

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• Episode 137: 4 Things Sales Leaders Must Get Right To Grow Their Teams Long-Term

  In this episode of the Stronger Sales Team podcast, host Ben Wright takes a reflective look back at a defining instalment focused on empowering sales teams through essential strategies that drive lasting success. Ben highlights the importance of revisiting the core principles of sales management to sustain long-term growth, enhance team performance, and improve overall efficiency. Brimming with valuable, SEO-optimised insights, this episode delves into the key foundations every sales leader should embed within their organisation — from implementing a consistent sales framework to applying the Team STEP model for cultivating high-performing teams. Ben also explores the practicality of the three-box model for streamlining metrics and reinforces the value of continuous training as a vital pillar of ongoing team development.Key Takeaways:• Consistently revisiting the fundamentals of sales processes ensures teams maintain efficiency and continue applying time-tested, effective strategies.• Establishing a well-structured sales process promotes consistency, repeatability, and clarity across all sales activities.• This framework supports the development of high-performing teams by prioritising strategic alignment, talent optimisation, and sustained energy.• Adopting a simplified measurement approach—focusing on three key metrics: number of meetings, pipeline size, and overall results—helps avoid overwhelming teams with excessive KPIs.• Reinforcing a culture of accountability, proactive coaching, and knowledge sharing drives collective growth and enhances long-term performance.Time Stamps:0:00 Intro1:11 Blasts From the Past3:43 Recap5:30 What do you do Next?6:30 Schedule Half Day Events7:08 Building the Sales Process9:15 Building the Team Playbook 12:!8 Building the Three-Box Model13:46 Building a Training Program14:51 What Should You Expect from Your Team? 22:33 Wrapping up the Series on Effective Sales Leadership24:34 Health and Fitness TipsRate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

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