Introducing our 21st episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards. Our 21st guest is Richard Smith – VP Sales at Refract.

Owen and Richard discuss coaching, what it is and how do we 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