Integrated Training
Step 1
FREE Masterclass
Learn the secrets of how leaders of high-performance teams (a.k.a. world-class coaches) systematically ensure that their frontline teams are consistently executing at a high-level—and continuously learning, growing, and improving.
Step 2
World-Class Coach Academy
In this exclusive, online membership community and training program, Brian Souza personally coaches participants step-by-step through our proven Becoming a World-class Coach Success Path™ to help transform their team’s performance, their organization’s productivity, and their career.
Step 3
WCC System Virtual Pilot
For organizational leaders potentially interested in a broader implementation (or “rollout”) of the complete WCC System, we provide a virtual pilot with additional reinforcement support.
Step 4
WCC System Implementation
We partner with our clients to implement the complete WCC System which systematically integrates consistent execution and continuous improvement into the operational rhythm, cadence, workflow, and DNA of the sales organization.
Our Programs
Transforming Frontline Sales Performance
Having devoted more than a decade to studying, modeling, and teaching some of the industry’s top-performing sales leaders, teams, and organizations—we have codified their secrets and best practices into proven solutions that are simple to understand, easy to apply, and virtually guaranteed to move the needle on frontline sales performance.
To learn more about our unique approach and engagement options, start by attending our free masterclass.
Operationalize Consistent Execution and Continuous Improvement — at Scale
We build world-class high-performance GTM Leaders, teams, and organizations by systematically addressing the root cause of …
- Employee Attrition
- Sub-par participation rates
- Sub-optimal sales productivity
- Inconsistent frontline execution
- Lack of continuous improvement
Assessments
When it comes to trying to drive consistent frontline execution, sales performance, and organizational productivity—Frontline Managers (FLMs) are the achilles heel of any GTM Organization.
One of the root causes of the problem is due to the fact that most managers suffer from self-deception. In other words, the real problem is that they don’t realize they have a problem.
Oftentimes there’s a big disconnect between how managers perceive their management style or “approach” and how their team members perceive it.
Having invested years codifying the critical characteristics that separate “world-class coaches” from most managers—we’ve developed a custom assessment in order to measure / benchmark key behavior change associated with our WCC Training Program.
The objective of this brief Anonymous 180 Assessment is three-fold:
- Give GTM Leaders complete visibility/transparency and a measurable way to assess their FLMs highlighting strengths, weaknesses, perception gaps, and developmental opportunities
- Provide FLMs with an unvarnished view into how their team members perceive their management approach, the environment they’ve created, and specific areas they can improve
- Establish a Pre/Post benchmark to measure key behavior change as a result of completing the WCC Training Program
Management Approach Matrix
Key Dimension Gap Analysis
Leadership Training
Transforming Managers into World-Class Coaches™
After years of research trying to codify what really separates elite leaders of high-performance teams from most managers, we made a profound discovery:
The fundamental difference primarily comes down to ONE THING: THEIR APPROACH. They don’t act like a manager, they act like a coach.
This training program was uniquely designed to help any manager—especially Frontline Managers (FLMs)—shorten the learning curve and fast-track the transformation of becoming a “world-class coach.”
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 and for how to facilitate a quick, in-the-moment two minute coaching conversation
- Learn how to create a high-performance environment built on trust, alignment, accountability, and shared commitment
- Develop a plan for how to incorporate coaching conversations into their daily interactions and weekly routine
- Review anonymous 180 Assessment results and complete an analysis identifying improvement opportunities and behaviors to change
- Complete a homework assignment and participate in follow-on reinforcement to help drive accountability
Management Approach Matrix
“Coaching is not merely something that you, as a manager, must do. A Coach is someone that you, as a leader, must become.” —Brian Souza
Bestselling Book
Brian Souza is the CEO and founder of ProductivityDrivers—an innovative sales performance management company specializing in building world-class, high-performance sales leaders, teams, and GTM Organizations.
As a respected thought leader, Souza is highly sought after as a keynote speaker and consultant by top high-tech companies and sales organizations world-wide. Clients include ServiceNow, Google, Zscaler, SAS Institute, Boeing, Medallia, Nutanix, Samsara, 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 world-wide.
WCC Training™: Initiates the desired frontline behavior change that drives consistent execution and continuous improvement
WCC Assessments™: Measures and benchmarks the desired behavior change and skill development pre/post training
WCC SaaS Platform™: Operationalizes the desired behavior change and high-performance habits—at scale
Why Have These Same Problems Persisted For Decades?
The real problem is the way we’ve been conditioned to see the problem.
“Anytime the majority of people behave in a certain way the majority of the time, the problem is not the people. The problem is the system and the leader needs to own that.” —W. Edwards Deming
The fundamental problem—the real problem—is less of an Individual Contributor (IC) skill set issue or even manager behavioral issue and more of a systems issue.
In other words, there is no integrated system to systematically shape the frontline behaviors that drive consistent execution and continuous improvement—at scale. Until now…
Introducing
GTM Performance Management
Operationalizing consistent execution and continuous improvement—at scale
Systematically ensure that your frontline team is consistently executing at a high-level—and continuously learning growing and improving
Slightly indented from the above sentence and bold just “Forcing Function” and “Insurance Policy”.
- Forcing Function ensuring consistent executionForcing Function ensuring consistent execution
- Insurance Policy ensuing that there are no surprises
WCC Training™
Initiates the desired frontline behavior change that drives consistent execution and continuous improvement
WCC Assessments™
Measures and benchmarks the desired behavior change and skill development pre/post training
WCC SaaS Platform™
Operationalizes the desired behavior change and high-performance habits—at scale
Introducing
GTM Performance Management
Operationalizing Consistent Execution and Continuous Improvement—at Scale
- Forcing function systematically ensuring consistent frontline execution
- Insurance policy ensuring that there are no surprises
- Seamlessly integrates with any existing HR PM System by closing the gap at the last mile execution layer.
WCC SaaS Platform™
Standardizes and operationalizes frontline execution and continuous improvement at scale
WCC Training™
Initiates the desired frontline behavior change that drives consistent execution and continuous improvement
WCC Assessments™
Measures and benchmarks the desired behavior change and skill development pre/post training
