In this episode of "In the Foxhole," hosts Angela Schroeder and JC Chanowsky sit down with Chuck Thokey, the owner of Top Rep, one of the largest sales coaching and leadership organizations in the country. They dive into Chuck's journey in building a successful sales coaching business, the importance of cultivating a winning sales team, and how Top Rep is revolutionizing the industry with a data-driven approach.

Key Points:

Introduction of Chuck Thokey:

• JC and Angela introduce Chuck Thokey, who has been making waves in the sales industry with his high-energy events and modern sales coaching techniques.
• Chuck shares how Top Rep focuses on sales coaching, leadership training, and providing businesses with actionable tools to build successful sales teams.

The Power of Sales Coaching:

• Chuck discusses the essence of Top Rep and how they have grown over the past three years.
• He explains how they use scientific data to break down sales interactions, track progress, and develop tailored strategies for each business.
• Emphasizes the importance of coaching in addition to training, detailing how they work with both small and large sales organizations.

Top Rep’s Approach:

• Chuck describes their coaching philosophy, focusing on partnerships and developing businesses’ unique strengths.
• Details on Top Rep’s boot camps, virtual sales management services, and how they build a sales team’s success to last even after their coaching ends.

Success Stories:

• Chuck shares a touching success story about transforming a struggling roofing business into a pinnacle of success.
• Highlights the mindset shift required to transition from being the "best roofer" to having a successful roofing sales team.

Winning and Staying the Course:

• The hosts and Chuck discuss the critical importance of staying the course and facing challenges head-on.
• Chuck encourages business owners to be all-in, especially during tough economic times, emphasizing that significant success often arises from perseverance through difficulty.

Sales Tips and Modern Selling:

• The conversation shifts to how sales have evolved, with a focus on data and modern techniques.
• Chuck provides insights into how Top Rep uses science to coach sales teams, such as controlling speech pace and asking more questions to build stronger customer relationships.
• Highlights the need to put the company story last when presenting to potential clients.

Top Rep Boot Camps:

• Chuck talks about the unique experience at Top Rep boot camps, where attendees get hands-on practice and valuable feedback.
• He mentions how the best reps often emerge not from veterans but from those newer to sales, emphasizing the importance of coachability and learning.

Embracing Technology in Sales:

• Discusses the integration of technology in sales, including tools like Rilla for recording and analyzing sales conversations.
• Highlights how technology can provide invaluable data to refine and improve the sales process.

Noteworthy Quotes:

• "Stay the course. No matter what happens, you keep going."
• "It’s not enough to get a coach; you have to be coachable."
• "We teach low to no pressure selling, helping homeowners and sales reps understand how to navigate negotiations successfully."

Connect with Chuck Toki and Top Rep:

• Website: www.topreptraining.com – Visit to learn more about their services and upcoming events.

Next Episode Teaser: Stay tuned for the next episode, where Angela and JC continue to bring you insights from leaders and experts in the business world. Like, subscribe, and share to keep up with all the latest from "In the Foxhole."