278: Antonio Garrido, author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls

Antonio Garrido, author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls

Antonio Garrido and Bill Ringle discuss ways to better understand and to overcome the common mistakes of sales team coaching and management for small business leaders.

>>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • The best sales leaders recognize that spending time ‘in the field’ visiting customers with their team is a critical part of their job.
  • Ride-alongs allow the sales manager to coach for immediate improvement, rather than rely on quarterly performance reviews and calendar-driven coaching sessions.
  • Implement the practice of role-playing with your sales team. This tactic can help prepare them for potential objections and teach them how to drive prospects and take the proper next steps.

Tweet-Ready Insights from this Episode

Only by trying and failing and trying again can you learn. You have to get comfortable being uncomfortable. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG Click To Tweet In many instances, you need to be both a coach and manager to your sales team. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls Click To Tweet Hold your sales team accountable and require each meeting to end with clear, actionable next steps to prevent delayed sales cycles. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG Click To Tweet Clear up misconceptions regarding the outcomes and events of the call. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls Click To Tweet Managers and leaders should schedule more time than ever to ensure that quality-spills are minimized and that individuals are up to the increased task. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami) Click To Tweet Asking relevant and probing questions instead of pointing out shortcomings is often the best approach. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG Click To Tweet Going out on sales calls with less experienced reps can bring short-term challenges but offer long-term rewards. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG Click To Tweet High-impact coaching questions also help the manager identify behaviors that the sales rep either needs to change or has being changing, along with the rate of adoption of desired behaviors. #MQ4B Ep278 with @Sandler_miami Click To Tweet Effective goal setting is all about accountability and responsibility. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls Click To Tweet By consistently debriefing the same way after each meeting, you will find the salesperson self-assessing after each call before you ask them any questions, perhaps even when you are not present. #MQ4B Ep278 with Antonio Garrido Click To Tweet Lead the process of self-discovery in a way that is conversational and low key, not an interrogation or lecture. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG Click To Tweet If the Sales Manager approaches the ride-along as an opportunity to coach the salesperson and offer constructive insights to improve performance, that initial perception should change. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami) Click To Tweet

Interview Insights

Read the Show Notes from this Episode

  • Antonio speaks about how his father inspired him with his work ethic under poor circumstances. [1:26]
  • When he was growing up, his father’s particular wisdom influenced him though sayings such as “If you can’t afford it, buy the very best.” [5:09]
  • Sales strategies working during the pandemic. [9:23]
  • Have a formalized game plan for a sales ride along. [16:30]
  • The importance of a pre-call plan and how to implement it properly. [18:30] 
  • Never overlook the ride-along debrief and its opportunity for growth and development. [22:56]
  • How leading indicators should be treated in your business. [26:16]
  • The 3 golden ride-along habits that everyone should adopt. [29:18]
  • Very few managers have actual experience on how to be a coach – guidelines on how to do so. [32:58] 
  • My Quest for the Best Lightning Round begins [35:01]

Subscribe to My Quest for the Best on Your Favorite App

Click to listen and subscribe on your favorite place to enjoy podcasts below so you are the first to know when a new episode is released. My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

Expert Bio

Antonio Garrido is a charismatic and experienced trainer, speaker, and consultant. He runs a Sandler Training Center in Miami, Florida. The author of THE 21ST CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls, Garrido works with highly-motivated entrepreneurs, business leaders, and companies who are ready to work smarter and commit their time, money, and energy to attract new clients, sell more, and generate more profits.


Contact Info for Antonio Garrido

Web address: www.absolute.sandler.com

Travels from: Miami/Fort Lauderdale Area

Social Media Links

Books Authored by Antonio



Resources Mentioned During the Interview

Scroll to Top