💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley feature Gerilyn Horan, the VP of Group Sales and Strategic Accounts for Hilton, to discuss her experience in sales leadership in the hospitality industry. They delve into the importance of creating a safe and supportive environment for team members, the power of feedback and coaching, and the impact of a strong company culture on employee engagement and retention. 💡

They discuss why Hilton was ranked the top great place to work globally and also share insights into its successful coaching and development programs that foster high employee retention rates and satisfaction.

“I think the general piece is just to give them a place of safety to talk about whatever they want. Listen to what they have to say, be transparent in your thinking and communication with them, and hopefully provide some guidance or direction.” - Gerilyn Horan

Creating a nurturing environment and holding regular one-on-one coaching sessions are crucial for team motivation and growth. Implementing strategies like scrimmage sessions instead of role-playing enhances performance and team alignment. These initiatives support a strong bench and succession plan, ensuring smooth transitions and operational continuity.

Follow Gerilyn Horan on LinkedIn

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn

💡In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments. 💡

By following a rigorous and thoughtful approach to hiring, Colleen and Steven highlighted that sales leaders can avoid costly mistakes and build high-performing teams.

“As you said, be ruthlessly rigorous, but also follow a defined process. For those who are not that skilled, having the questions helps. Listening helps, and making notes is integral to a good process.” - Steven Rosen

Bad hires can cost a lot, from financial losses to missed opportunities against competitors. Applying sales principles, such as defining your ideal client, can guide your hiring strategy. Setting clear non-negotiables and evaluating emotional intelligence during interviews is crucial. Stick to a systematic hiring process with fit interviews and assessments to make better decisions, and keep recruiting ongoing to avoid desperate hires.

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.

“If this is an important discussion that we want to help someone get better on our team, taking the time to think it through, to prepare what you want to say, how you want to say it, if you have a coach or if you have a colleague that you can role play it through and see how it sounds, you’re going to get much better results.” - Steven Rosen

Key Takeaways:

• Preparation is vital to having successful, difficult conversations. Thinking through what you want to say and how you want to say it can lead to better outcomes.
• 
  
• Emotional regulation is an essential skill for sales managers to develop. Managing your emotions during difficult conversations can help prevent them from escalating into arguments.
• 
  
• Empathy is crucial in difficult conversations. Understanding and acknowledging the other person’s thoughts and feelings can help create a more productive and respectful dialogue.
• 
  
• Stating intentions before giving feedback can help create psychological safety and ensure the feedback is received constructively.
• 
  
• Focusing on feedback and coaching when onboarding new employees can set the expectation that difficult conversations are a normal part of the company culture.

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn