Brian Souza's guest appearances

Brian Souza

Sales Strategy & Enablement by Revenue.io

Relational Rounds

Mastering Midlife Podcast

Meredith Bell

Michael Bungay Stanier

John Lee Dumas

Jay Samit

Dan Waldschmidt

David Wood

Marc Miller

Kara Goldin

Stephen Christopher

Cort Davies

Perry Marshall

Michael McDonald

Barbara Smith

Jeffrey Gitomer

Doug Devitre

OwlTail

Brian Souza is the Founder and CEO of ProductivityDrivers, Inc. and the Author of the New York Times Bestselling Book The Weekly Coaching Conversation. There's a correlation between the quality and quantity of coaching that one receives and his/her level of performance improvement.Today, Brian shares about the situation of constructive coaching in teams and how most individuals report never really getting any developmental feedback. He dives into the reality of coaching and how to prepare yourself to be a remarkable coach whether you’re in a manager role or not.HIGHLIGHTS Why more and more are still defaulting to just wanting to be a manager  The influence of technology and strategy in solving the disconnect between sellers and their managers. A need for reinforcement in coach training in the skill and human levels Reset to create a high-performance environment conducive to coaching QUOTESThere's often no incentive at the top to be better at closing deals - Brian: "It really boils down to efficiency versus effectiveness. I think that, as an industry and as sales leaders, there's this outdated paradigm that they're coming from. 'I need to have 3-4x the pipe in my funnel for my reps. I need to hit these activity metrics and all of these demos.' The metrics play a role but as sales leaders, they're not focused on the effectiveness side of it."How are sales leaders evaluating performance? - Brian: "What if I close the big deals, I'm number 1 and crush my number, but 70% of my team aren't making their number? So I think we have to take this holistic view of performance and understand that if you truly want to build a world-class, high-performance team and organization, you have to take that holistic approach to performance and evaluate it at all levels."One of the mindset shifts that need to happen for a manager - Brian: "The operations part of your job and the people development part of your job are not separate and distinct, they're one and the same. If you have the right framework, the right skill set, and the right mindset, you can transform almost any conversation with your team member into a constructive coaching conversation."Find out more about Brian and get his book in the links below: LinkedIn: https://www.linkedin.com/in/briansouza/  Website: https://www.productivitydrivers.com/homepage  Amazon: https://www.amazon.com/Weekly-Coaching-Conversation-Business-Taking/dp/0984762515  More on Andy:Connect on LinkedInGet Andy's new book "Sell Without Selling Out" on AmazonLearn more at AndyPaul.comSponsored by:Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.ioScratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.comBlueboard | World’s leading experiential rewards &amp; recognition platform | Blueboard.comExplore the Revenue.io Podcast Universe:Sales Enablement PodcastRevOps PodcastSelling with Purpose Podcast

Brian Souza is the Founder and CEO of ProductivityDrivers, Inc. and the Author of the New York Times Bestselling Book The Weekly Coaching Conversation. There's a correlation between the quality and quantity of coaching that one receives and his/her level of performance improvement.Today, Brian shares about the situation of constructive coaching in teams and how most individuals report never really getting any developmental feedback. He dives into the reality of coaching and how to prepare yourself to be a remarkable coach whether you’re in a manager role or not. HIGHLIGHTS<ul> <li>Why more and more are still defaulting to just wanting to be a manager </li> <li>The influence of technology and strategy in solving the disconnect between sellers and their managers.</li> <li>A need for reinforcement in coach training in the skill and human levels</li> <li>Reset to create a high-performance environment conducive to coaching</li> </ul> QUOTESThere's often no incentive at the top to be better at closing deals - Brian: "It really boils down to efficiency versus effectiveness. I think that, as an industry and as sales leaders, there's this outdated paradigm that they're coming from. 'I need to have 3-4x the pipe in my funnel for my reps. I need to hit these activity metrics and all of these demos.' The metrics play a role but as sales leaders, they're not focused on the effectiveness side of it."How are sales leaders evaluating performance? - Brian: "What if I close the big deals, I'm number 1 and crush my number, but 70% of my team aren't making their number? So I think we have to take this holistic view of performance and understand that if you truly want to build a world-class, high-performance team and organization, you have to take that holistic approach to performance and evaluate it at all levels."One of the mindset shifts that need to happen for a manager - Brian: "The operations part of your job and the people development part of your job are not separate and distinct, they're one and the same. If you have the right framework, the right skill set, and the right mindset, you can transform almost any conversation with your team member into a constructive coaching conversation." Find out more about Brian and get his book in the links below:<ul> <li>LinkedIn: <a href="https://www.linkedin.com/in/briansouza/" rel="nofollow" target="_blank">https://www.linkedin.com/in/briansouza/</a> </li> <li>Website: <a href="https://www.productivitydrivers.com/homepage" rel="nofollow" target="_blank">https://www.productivitydrivers.com/homepage</a> </li> <li>Amazon: <a href="https://www.amazon.com/Weekly-Coaching-Conversation-Business-Taking/dp/0984762515" rel="nofollow" target="_blank">https://www.amazon.com/Weekly-Coaching-Conversation-Business-Taking/dp/0984762515</a> </li> </ul> More on Andy:Connect on<a href="https://www.linkedin.com/in/realandypaul/" rel="nofollow" target="_blank"> LinkedIn</a>Get Andy's new book "Sell Without Selling Out" on<a href="https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572" rel="nofollow" target="_blank"> Amazon</a>Learn more at<a href="https://andypaul.com/" rel="nofollow" target="_blank"> AndyPaul.com</a> Sponsored by:<a href="http://Revenue.io" rel="nofollow" target="_blank">Revenue.io</a> | Unlock exponential growth with an AI-powered RevOps platform |<a href="https://www.revenue.io/" rel="nofollow" target="_blank"> Revenue.io</a>Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos |<a href="https://scratchpad.com/" rel="nofollow" target="_blank"> Scratchpad.com</a>Blueboard | World’s leading experiential rewards &amp; recognition platform |<a href="https://www.blueboard.com/" rel="nofollow" target="_blank"> Blueboard.com</a> Explore the <a href="http://Revenue.io" rel="nofollow" target="_blank">Revenue.io</a> Podcast Universe:<a href="https://bit.ly/SEP-LP" rel="nofollow" target="_blank">Sales Enablement Podcast</a><a href="https://bit.ly/RP-LP" rel="nofollow" target="_blank">RevOps Podcast</a><a href="https://bit.ly/SWP-LP" rel="nofollow" target="_blank">Selling with Purpose Podcast</a>

A Conversation with Brian Souza

Brian Souza is the CEO and founder of Productivity Drivers Inc and author of the NYT bestselling book, "The Weekly Coaching Conversation." Today - not surprisingly - Brian and I have a wide ranging conversation about coaching! We get into research Brian has done which found that there is a direct correlation between the quantity and quality of coaching that an individual receives and their level of performance improvement. No surprise there. But it's probably also no surprise that 44% of employees report never having received any constructive coaching or developmental feedback, We dig into where the big disconnects are between expectations and reality when it comes to coaching. We also dive into Brian's Weekly coaching conversation framework. And how to prepare yourself to be a great coach.Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedInSponsored by:ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andyExplore the ringDNA Podcast Universe:Sales Enablement Podcast | https://bit.ly/SEP-LP-EDSelling with Purpose Podcast | https://bit.ly/SWP-LPRevOps Podcast | https://bit.ly/RP-LP

Brian Souza is the CEO and founder of Productivity Drivers Inc and author of the NYT bestselling book, "The Weekly Coaching Conversation." Today - not surprisingly - Brian and I have a wide ranging conversation about coaching! We get into research Brian has done which found that there is a direct correlation between the quantity and quality of coaching that an individual receives and their level of performance improvement. No surprise there. But it's probably also no surprise that 44% of employees report never having received any constructive coaching or developmental feedback, We dig into where the big disconnects are between expectations and reality when it comes to coaching. We also dive into Brian's Weekly coaching conversation framework. And how to prepare yourself to be a great coach. Follow Andy: <a href="https://www.linkedin.com/in/realandypaul/" rel="nofollow" target="_blank">LinkedIn</a> | <a href="https://bit.ly/Andy-LinkedIn" rel="nofollow" target="_blank">https://bit.ly/Andy-LinkedIn</a> Sponsored by:<a href="https://www.ringdna.com/andy" rel="nofollow" target="_blank">ringDNA</a> | Transform your sales team into a high-performing revenue engine | <a href="http://www.ringDNA.com/andy" rel="nofollow" target="_blank">www.ringDNA.com/andy</a> Explore the ringDNA Podcast Universe:<a href="https://bit.ly/SEP-LP-ED" rel="nofollow" target="_blank">Sales Enablement Podcast</a> | <a href="https://bit.ly/SEP-LP-ED" rel="nofollow" target="_blank">https://bit.ly/SEP-LP-ED</a><a href="https://bit.ly/SWP-LP" rel="nofollow" target="_blank">Selling with Purpose Podcast</a> | <a href="https://bit.ly/SWP-LP" rel="nofollow" target="_blank">https://bit.ly/SWP-LP</a><a href="https://bit.ly/RP-LP" rel="nofollow" target="_blank">RevOps Podcast</a> | <a href="https://bit.ly/RP-LP" rel="nofollow" target="_blank">https://bit.ly/RP-LP</a>

904: Never Been Coached, with Brian Souza

Brian Souza is the Founder and CEO of Productivity Drivers, a sales leadership training and consulting firm specializing in building world-class, high-performance teams and organizations. He is also a New York Times bestselling author and a highly sought-after keynote speaker. His book The Weekly Coaching Conversation is an informative and accessible coaching framework backed with years of thorough research. He has influenced and instructed over ten thousand sales leaders and managers worldwide with clients that include Google, ServiceNow, Boeing, and Wells Fargo. Brian currently resides in San Diego with his wife, two daughters, and his dog. Today, Brian joins me to share his journey from the early days in 90’s Silicon Valley with Netscape and other hi-tech startups to a fast track of success and substantial corporate responsibility. He reveals how a creeping feeling of lack of direction and meaning led him and his wife to quit their high-status jobs to reevaluate their lives while on a worldwide sabbatical. Brian stresses the need for people  to look at the quality of our lives and why we should be considering what we will think of our life lived when it comes to the ‘rocking chair test.’ He also explains the necessity for sales leaders to have genuine introspection of their methods and results and why self-awareness is key to achieving the right mindset for a high-performing leader. “It starts with awareness and, more specifically, self-awareness. It's realizing that how you perceive your management approach is probably very different than how your team members perceive your management approach.” - Brian Souza Today on Mastering Midlife:  Why escalating his career too fast and too early meant Brian needed to tap out and reevaluate How to motivate sales leaders with both extrinsic and intrinsic methods Why we should be thinking about designing a life rather than just ‘making a living’ How to take a moment to search for introspection and reflection of your life What happens when a great leader has meaningful conversations with their workforce Why there needs to be continuity within a corporation's management philosophy  Connect with Brian Souza:  Productivity Drivers Website Brian Souza on LinkedIn Book:  The Weekly Coaching Conversation: A Business Fable about Taking Your Team's Performance - and Your Career - to the Next Level  Are you a busy, overwhelmed business leader? Through my work as an author and executive coach, I’ve discovered the 10 lies we all tell ourselves that keep us away from true productivity and creativity.  If constant firefighting is part of your daily grind, I have a free gift for you.  My “10 Uncomfortable Truths” about overwhelm, from  “Only 10s, Confront Your To-Do List – Transform Your Life.” Go to www.markjsilverman.com, click on the red banner and receive your 10 videos (one minute, one per day) as well as the first chapter of the book.  While you are there, check out some of the other ways I may be able to help you on the journey. Mastering Midlife...Together! Thanks for tuning into today’s episode of the Mastering Midlife Podcast: How to Thrive When the World Asks the Most of You with Mark Silverman. If you enjoyed this episode, subscribe to the show on  Apple Podcasts and leave us a review. Be sure to visit our website and connect with us on  Facebook, LinkedIn, Twitter, and YouTube and don’t forget to share your favorite episodes on social media.

Brian Souza is the Founder and CEO of Productivity Drivers, a sales leadership training and consulting firm specializing in building world-class, high-performance teams and organizations. He is also a New York Times bestselling author and a highly sought-after keynote speaker. His book The Weekly Coaching Conversation is an informative and accessible coaching framework backed with years of thorough research. He has influenced and instructed over ten thousand sales leaders and managers worldwide with clients that include Google, ServiceNow, Boeing, and Wells Fargo. Brian currently resides in San Diego with his wife, two daughters, and his dog. Today, Brian joins me to share his journey from the early days in 90’s Silicon Valley with Netscape and other hi-tech startups to a fast track of success and substantial corporate responsibility. He reveals how a creeping feeling of lack of direction and meaning led him and his wife to quit their high-status jobs to reevaluate their lives while on a worldwide sabbatical. Brian stresses the need for people  to look at the quality of our lives and why we should be considering what we will think of our life lived when it comes to the ‘rocking chair test.’ He also explains the necessity for sales leaders to have genuine introspection of their methods and results and why self-awareness is key to achieving the right mindset for a high-performing leader. “It starts with awareness and, more specifically, self-awareness. It's realizing that how you perceive your management approach is probably very different than how your team members perceive your management approach.” - Brian Souza Today on Mastering Midlife: <ul> <li>Why escalating his career too fast and too early meant Brian needed to tap out and reevaluate</li> <li>How to motivate sales leaders with both extrinsic and intrinsic methods</li> <li>Why we should be thinking about designing a life rather than just ‘making a living’</li> <li>How to take a moment to search for introspection and reflection of your life</li> <li>What happens when a great leader has meaningful conversations with their workforce</li> <li>Why there needs to be continuity within a corporation's management philosophy</li> </ul> Connect with Brian Souza: <ul> <li><a href="https://www.productivitydrivers.com/homepage" rel="nofollow" target="_blank">Productivity Drivers Website</a></li> <li><a href="https://www.linkedin.com/in/briansouza/" rel="nofollow" target="_blank">Brian Souza on LinkedIn</a></li> <li>Book: <a href="https://www.amazon.com/Weekly-Coaching-Conversation-Performance-Career-ebook/dp/B00OBIXKI6" rel="nofollow" target="_blank"> The Weekly Coaching Conversation: A Business Fable about Taking Your Team's Performance - and Your Career - to the Next Level</a></li> </ul> Are you a busy, overwhelmed business leader? Through my work as an author and executive coach, I’ve discovered the 10 lies we all tell ourselves that keep us away from true productivity and creativity.  If constant firefighting is part of your daily grind, I have a free gift for you.  My “10 Uncomfortable Truths” about overwhelm, from <a href="https://www.amazon.com/Only-10s-2-0-Do-Transform/dp/0578763613/ref=tmm_pap_swatch_0?_encoding=UTF8&amp;qid=1605801669&amp;sr=8-1" rel="nofollow" target="_blank"> “Only 10s, Confront Your To-Do List – Transform Your Life.”</a> Go to <a href="http://www.markjsilverman.com" rel="nofollow" target="_blank">www.markjsilverman.com</a>, click on the red banner and receive your 10 videos (one minute, one per day) as well as the first chapter of the book.  While you are there, check out some of the other ways I may be able to help you on the journey. Mastering Midlife...Together! Thanks for tuning into today’s episode of the Mastering Midlife Podcast: How to Thrive When the World Asks the Most of You with Mark Silverman. If you enjoyed this episode, subscribe to the show on <a href="https://itunes.apple.com/us/podcast/mastering-midlife-podcast/id1449069781?mt=2" rel="nofollow" target="_blank"> Apple Podcasts</a> and leave us a review. Be sure to <a href="https://www.markjsilverman.com/" rel="nofollow" target="_blank">visit our website</a> and connect with us on <a href="https://www.facebook.com/Mark-J-Silverman-Coaching-1010865855602071/" rel="nofollow" target="_blank"> Facebook</a>, <a href="https://www.linkedin.com/in/mark22102/" rel="nofollow" target="_blank">LinkedIn</a>, <a href="https://twitter.com/mjaysilverman" rel="nofollow" target="_blank">Twitter</a>, and <a href="https://www.youtube.com/channel/UCGO6YqCHMDVNa_m2yiBZEtA" rel="nofollow" target="_blank">YouTube</a> and don’t forget to share your favorite episodes on social media.

Self-Awareness In Leadership with Brian Souza

Brian Souza is the new CEO at Primary Care Progress. He believes in the power of community, the importance of teams, and understands how to leverage the head and the heart – beliefs that are at the core of PCP and the people in its network. Brian is committed to lead the PCP team, its values, and approach to leadership transformation designed to strengthen the community at the heart of care. Listen to this episode, meet Brian and learn from his innovative ideas about uplifting the providers, and his fresh perspective concerning a new kind of “relational” leadership.   Key takeaways: [:51] Brian Souza, new CEO at PCP, career briefing. [1:55] What motivated Brian to join PCP? [4:30] Building national movements. [6:07] Different approach to leadership. [6:30] Team value. [7:22] Building communities takes time. [8:50] What is that makes progress so slow in health care? [11:59] Why does Brian care about providers? [14:43] Supporting practitioners in healthcare. [16:29] How can leadership transform the healthcare system? [18:56] Teaching people to be human. [20:25] The art of asking questions. [21:50] Creating safe spaces where is OK to be vulnerable and to connect. [22:31] The line between being the boss and creating safety and vulnerability among the team. [25:33] Healthcare needs more love. [27:11] Building the team as individuals.   Mentioned in this Episode: Relational Rounds at Primary Care Progress Primary Care Progress on Twitter Elizabeth Metraux on Twitter

Brian Souza is the new CEO at Primary Care Progress. He believes in the power of community, the importance of teams, and understands how to leverage the head and the heart – beliefs that are at the core of PCP and the people in its network. Brian is committed to lead the PCP team, its values, and approach to leadership transformation designed to strengthen the community at the heart of care. Listen to this episode, meet Brian and learn from his innovative ideas about uplifting the providers, and his fresh perspective concerning a new kind of “relational” leadership. Key takeaways: [:51] Brian Souza, new CEO at PCP, career briefing. [1:55] What motivated Brian to join PCP? [4:30] Building national movements. [6:07] Different approach to leadership. [6:30] Team value. [7:22] Building communities takes time. [8:50] What is that makes progress so slow in health care? [11:59] Why does Brian care about providers? [14:43] Supporting practitioners in healthcare. [16:29] How can leadership transform the healthcare system? [18:56] Teaching people to be human. [20:25] The art of asking questions. [21:50] Creating safe spaces where is OK to be vulnerable and to connect. [22:31] The line between being the boss and creating safety and vulnerability among the team. [25:33] Healthcare needs more love. [27:11] Building the team as individuals. Mentioned in this Episode: <a href="https://www.primarycareprogress.org/relational-rounds" rel="nofollow" target="_blank">Relational Rounds at Primary Care Progress</a> <a href="https://twitter.com/PCareProgress/status/950475931726090245" rel="nofollow" target="_blank">Primary Care Progress on Twitter</a> <a href="https://twitter.com/elizabeth_pcp?lang=en" rel="nofollow" target="_blank">Elizabeth Metraux on Twitter</a>