This week I’ve been working inside Big Tech with a global sales organisation.
Their focus was on bringing together a unified approach to their selling framework. It has been fascinating to watch a world class sales engine operate from the inside out.
What stood out most was how valuable it was for them to step away from the numbers, the pipeline pressure and the quota.
They came together to learn from each other, not from slides.
- They explored discovery questions that help them connect better with their clients and buyers.
- They watched how their peers handle objections and move to the same side of the table as their clients.
- They shared challenges that felt familiar and universal.
The content itself was not new for the majority. The value was in the alignment. In the coming together. In refining skills they already knew they had.
I admitted with them early in the week that I am no great seller. It is not my core strength, but it is part of everything we do.
We are all selling something, whether we use that language or not. Sometimes it feels more helpful to think of it as partnering with people, helping them move forward in a way that works for them.
On Monday night, the words of a great mentor, Ian Kingston, were ringing in my head.
Trust yourself.
I had a moment of panic, was i overly trusting?!
I felt underprepared. So I swotted up on the materials. But then i balanced that by walking in on Tuesday ready to facilitate the learning, not just deliver content.
Each day built on the last. The sessions landed well.
My sense is that this was because the focus was on connection, not instruction. On simplification, not complication. On shared ownership.
The real takeaway for me was this:
Whether you are selling, coaching or leading, the work has a familiar thread.
- How do we help the person in front of us simplify their challenge so they can see it more clearly?
- How do we create the space for them to understand themselves better?
Our expertise is not something we dump on people. It is something we use to help them tune in to themselves so they can choose their own next step.
One more session to go with the North American cohort today, this one will be virtual.
Then the gentle wind down towards Christmas begins.
Next week is a little quieter.
Plenty of learning.
And a solid reminder of why coaching cultures matter.
When people feel understood, they move forward with more clarity and confidence.
When people slow down long enough to think together, they see more.
And when they see more, they do better.
Less interference means accessing more potential = greater performance.