We Build World-Class High-Performance Leaders, Teams, and GTM Organizations
Whether you’re looking to up-level your GTM Leadership Team or address more complex issues like…
- Excessive Attrition
- Sub-par participation rates
- Sub-optimal sales productivity
- Inconsistent frontline execution
We can help make an impact and move the needle on the metrics that matter.
Clients Include
“We hired Brian to provide a framework for all our first line managers early at ServiceNow. As a leader, I needed to get the max from every person on the team. His training reinforced my vision and gave our people the tools they needed to execute. Brian helped build a company now worth over $100 Billion! His training helped bring our managers and our employees to a higher level!”
– David Schneider, President Emeritus, ServiceNow
GTM Leaders: Are you frustrated by...
- Excessive attrition
- Deals slipping / pushing
- Sub-par participation rates
- Sub-optimal sales productivity
- Inconsistent frontline execution
- Do-It-All Managers super-repping deals
- Micromanagers looking at data - yelling at the scoreboard
- Nice-Guy Managers without any operational rigor or value add
What if there was a way to simultaneously address all of these issues?
Introducing
Integrated GTM Performance Management
Operationalizing Consistent Execution and Continuous Improvement—at Scale
Built bottoms-up for GTM Operators, our new integrated Performance Management (PM) system acts as a forcing function and insurance policy systematically ensuring that frontline teams are consistently executing at a high-level and continuously improving.
Structured around self-set weekly goals, the Weekly Coaching Conversation (WCC) System seamlessly integrates with and reinforces any traditional HR PM system by helping to operationalize it on the frontline.
WCC Assessments™
Measures the desired behavior change and benchmarks progress pre/post training intervention
WCC Training™
Teaches frontline teams how to collaboratively “win the week” by aligning as ONE TEAM and collectively executing world-class one-on-ones
WCC SaaS Platform™
Operationalizes world-class weekly one-on-ones which drives consistent execution and continuous improvement—at scale
“The WCC Training is an approach and methodology to coaching that is simple, effective, and comprehensive. It is an approach people feel they can easily adopt. For years we have asked managers to coach their employees; the WCC System shows them how to coach.”
—Jason Huckabee, Vice President Organizational Effectiveness and Development
Introducing
The Anonymous 180 Assessment for
First & Second Line GTM Managers
Pinpoint Execution Gaps, Attrition Risks, and Development Opportunities—in Minutes
Gain immediate, actionable insight into your frontline leadership team with a powerful, science-based diagnostic tool that reveals blind spots, identifies behavioral gaps, and helps accelerate leadership development—at scale.
In just ~ 10 minutes you’ll uncover the root causes behind:
- Attrition risks
- Sub-par participation rates
- Sub-optimal sales productivity
- Inconsistent frontline execution
“After the new Assessment Section – before the Training section include this new quote on a callout band similar to other quotes and world-class coach definition: “In all cases, weekly coaching vastly improved employee productivity.”
—Timothy Keningham, PhD Global Chief Strategy Officer and EVP Ipsos
World-Class Coach Training™
Transforming Managers into World-Class Coaches™
Frontline Managers (FLMs) are the achilles heel in any GTM Org. Most have not been taught the right management style—or approach—to get the most out of their people. As a result, they have to figure it out through trial and (a lot of) error—which is very costly.
The fundamental difference separating elite leaders of high-performance teams from most managers primarily comes down to ONE THING: Their approach. They don’t act like a manager, they act like a coach.
Module 1: Change Your Approach
- Focus: Transformational Leadership
- Challenge: Do-It-All Managers super-repping deals, Micromanagers yelling at the scoreboard, and Nice-Guy Managers operating without any rigor or value-add.
- Objective: Participants will learn a proven playbook and a step-by-step process for how to fast-track their journey towards becoming a “world-class coach” and review their anonymous 180 Assessment results raising awareness, creating buy-in, and driving behavior change.
Module 2: Create the Environment
- Focus: Creating a High-Performance Coaching Culture
- Challenge: The relationship dynamics with their team members is transactional—not transformational—causing a whole slew of negative consequences.
- Objective: Managers will learn how to develop a strong connection with their people by getting on the same frequency and establish trust, safety, and a high-performance culture.
Module 3: Learn the Skill Set
- Focus: Coaching & Performance Management (PM) Skills
- Challenge: Most managers do not have the skill set to effectively coach, develop, and shape the behavior of their people. Consequently, their people don’t learn, grow, or improve.
- Objective: Managers will learn the coaching skills and PM fundamentals including Proactive Observation, Socratic Questioning, Intent Listening, Performance Feedback—and how to incorporate them in Quick Coaching Conversations™ to drive incremental marginal gains.
Module 4: Implement the WCC System
- Helping FLMs/ICs collaboratively “win the week” by executing world-class 1:1s
- Challenge: Weekly 1:1s are the most important meeting of the week. However, most GTM Orgs have not standardized, operationalized, or optimized weekly 1:1s—leading to inconsistent performance.
- Objective: Implement the WCC System™ enabling GTM Leaders to systematically ensure their frontline team is consistently executing at a high-level and continuously improving.
world-class coach
/wər(ə)ldˈklas kōCH /
A special type of elite leader who builds high-performance teams through continuous coaching and development.
Seamlessly fusing methodology with technology to operationalize consistent execution and continuous improvement—at scale—while bringing unprecedented visibility/transparency to the frontline.
Problem
Critical execution question you can’t answer:
- Which FLMs are (which are not) having weekly 1:1s?
- What’s actually happening in weekly 1:1s—and how impactful are they?
- Are ICs focused on the right weekly goals/priorities?
- Do ICs have a written “plan to win the week”—or are they just winging it?
- Are ICs sharing their plan with FLMs to ensure their short-term focus is aligned with the org's strategic goals?
- Are FLMs/ICs closing the loop to hold each other accountable for following through?
- End of the week are ICs reconciling their plan and reflecting on what worked, what didn’t, and how to improve?
- Which FLMs are coaching, developing, adding value to their people on a weekly basis—and which aren’t?
- Are FLMs systematically bubbling up actionable insights like obstacles, blockers, red flags, and people-issues on a weekly basis—at scale?
Solution
Critical questions you’ll now be able to answer:
- Which FLMs are (which are not) having weekly 1:1s.
- You’ll have insight into what’s happening in weekly 1:1s and how impactful they are.
- You’ll know which ICs are focused on the right weekly goals/priorities and which aren’t.
- You’ll be assured that all employees have a “plan to win the week”—and have visibility into that plan.
- You’ll know which ICs are sharing their Weekly M.A.P.™ with their manager to ensure alignment—and which aren’t.
- You’ll know if FLMs/ICs are holding each other accountable for following through on their commitments.
- You’ll know which ICs are reconciling their plan and reflecting on what worked, what didn’t, and how to improve.
- Which FLMs are coaching, developing, adding value to their people on a weekly basis—and which aren’t?
- You’ll know which FLMs are systematically bubble up actionable insights like obstacles, blockers, red flags, and people-issues on a weekly basis—at scale.
“Thank you Brian Souza!! You are such a professional!! Dynamic, smooth, and passionate – recipe for success!! We learned so much and are looking forward to working with you again:)”
—Alyssa Better, Global Director of Sales Enablement, Quest Software
World -Class Coach
ACADEMY
The same World-Class Coach Training Program delivered online via video on-demand (VOD) plus...
- Group Coaching Calls
- Ongoing Q&A Support
- Implementation Help
- Bonus Training Sessions
- Peer Group Community
- Best Practices Sharing
Leadership Workshops
Signature Workshop: Becoming a World-Class Coach™
When it comes to improving team performance and productivity, effective coaching is one of the most critical competencies for managers at all levels—especially Frontline Managers (FLMs).
Countless studies have shown that organizations that develop a coaching culture have higher employee engagement, lower attrition, better individual and team performance and higher productivity.
In this inspiring workshop, participants will learn a proven playbook for how to fast-track the process of becoming a “world-class coach” and how to incorporate coaching conversions into their daily interactions to help drive incremental improvement and marginal gains.
Learning Objectives: Participants Will...
- Learn a proven playbook and step-by-step process for how to fast-track their journey towards becoming a world-class coach
- Gain the knowledge and skills for how to facilitate a quick, in the moment two-to-three minute constructive coaching conversation
- Develop a plan for how to incorporate coaching conversations into their daily interactions and weekly routine
- Review anonymous 180 Assessment results and identify opportunities for improvement
- Complete a follow-on homework assignment and participate in reinforcement calls to help drive accountability
Management Approach Matrix
Other Popular Workshops
- How to Thread the Needle Between Super-Repping and Coaching
- How to Build a High-Performance Coaching Culture
- How to Transform Contentious ‘Deal Inspections’ into Constructive Coaching Conversations
“Brian Souza was one of the most impactful speakers we’ve ever had! I continue to receive extremely positive comments about Brian’s presentation and the new strategies he discussed. Thank you Brian for inspiring our team to reach a higher level of leadership through coaching”
—BOB LANG, Jr. EVP, Operations, In-N-Out Burger
Keynotes
Brian Souza is one of the world’s leading experts on building high-performance teams, sales leadership, and coaching. As an author, speaker, consultant, and CEO of ProductivityDrivers, Sousa has helped well over 10,000 leaders and teams over the past decade take their performance to the next level.
Popular speaking topics:
- Become A World-Class Coach
- Sales Leadership / Leadership
- High-Performance Teams
- Coaching Conversations
- Incremental Improvement / Marginal Gains
“Brian Souza is an author after my own heart. Don’t miss this outstanding story!”
—Ken Blanchard, coauthor of The One Minute Manager and Great Leaders Grow
Bestselling Book
Have you ever thought your team had more to give, but you weren’t quite sure how to get it out of them? Have you ever wanted them to perform up to their potential, but you weren’t quite sure how to make it happen? Are you looking for that one new idea, that one simple strategy that will take your team’s performance, your organization’s productivity—and your career—to the next level? If so, The Weekly Coaching Conversation is definitely the book for you.
About Our Founder
Brian Souza is the CEO and founder of ProductivityDrivers—an innovative GTM Performance Management company specializing in building world-class high-performance leaders, teams, and organizations.
As a respected thought leader in sales leadership, high-performance teams, and coaching—Souza is highly sought after as a keynote speaker, consultant, and trainer by top companies and organizations worldwide. Clients include ServiceNow, Google, Salesforce, Zscaler, SAS Institute, Boeing, Wells Fargo, AbbVie, and AstraZeneca, just to name a few.
Brian is also the author of The New York Times Bestseller, The Weekly Coaching Conversation and Become Who You Were Born to Be (Random House, 2007), which has been published in multiple languages worldwide.
