💡 In this episode of the Sales Leadership Awakening Podcast, Margo Edris, Regional VP of Sales at Salesforce, shares insights on handling tough moments with grace, emphasizing the importance of staying calm to maintain respect and support. She also discusses the role of preparation in coaching conversations and incorporating fun into the workplace to boost morale. 💡

She also shares her thoughts about women in male-dominated fields on adapting communication styles and stresses showing up as the best version of oneself to build trust and foster success. By bringing unique personality and strengths to the table, individuals can connect meaningfully with others and advance their goals effectively.

“You have to just lead with your authentic self and bring the best version of yourself to every interaction in order to achieve success.” - Margo Edris

Upholding composure amidst challenges not only fosters a positive work environment but also enhances team morale. Integrating enjoyable elements into the workplace can significantly boost productivity. Moreover, adapting communication styles to suit different audiences promotes effective collaboration. Ultimately, embracing a culture of continuous learning, mentorship, and individuality stands as the cornerstone for achieving lasting success in sales leadership.

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💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the impact of burnout on performance and productivity and offer strategies for leaders to create an environment that decreases burnout and stress. They emphasize the importance of time management, setting clear expectations, and recognizing and celebrating achievements. 💡

They highlight the role of individual salespeople in taking ownership of their well-being and self-management. They also discuss the importance of salespeople taking ownership of their well-being and self-management, as well as the role of the community in managing stress.

“When you have greater workplace social support, which comes from mentoring, somebody paying attention, making sure you're not going it alone, your resiliency goes up.” - Colleen Stanley

Sales leaders are vital in supporting their teams, but salespeople must prioritize their well-being. Self-awareness empowers individuals to manage stress effectively while prioritizing high-value tasks and seeking mentorship, which fosters productivity and resilience. Building a supportive community within the sales team is essential for managing burnout, emphasizing the importance of face-to-face interactions and mentorship.

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💡 In this episode of the Sales Leadership Awakening podcast, Brandon Nye, Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the importance of creating a collaborative and supportive team culture. Brandon shares insights on the importance of reality testing, emotional intelligence, and the power of community in driving sales success. 💡

“What you’ll find with these alpha driver, mega achievers is that you can’t treat them all the same. That they’re all individuals, so you’ve got to really assess each situation and understand what their drivers are. ” - Brandon Nye

Bridging the gap between knowledge and action in sales leadership involves prioritizing hiring top-performing salespeople with both hard and soft skills, adopting a growth-oriented mindset to manage high-performing reps effectively, and fostering a collaborative sales culture that encourages knowledge sharing and teamwork. Brandon's insights offer valuable guidance in these areas. By implementing these strategies, sales leaders can improve sales performance and drive organizational success.

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💡 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.

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💡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.

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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.
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• 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.
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• 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.
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• Stating intentions before giving feedback can help create psychological safety and ensure the feedback is received constructively.
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• Focusing on feedback and coaching when onboarding new employees can set the expectation that difficult conversations are a normal part of the company culture.

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In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions.

“If your competitors are starting to visit your clients or are already visiting your clients, and you're not, you have a problem. You're at a competitive disadvantage.” - Steven Rosen

Key Takeaways:

• In-person interactions allow for better reading nonverbal cues, building trust, and practicing empathic listening.
• Face-to-face meetings foster collaboration, creativity, and solutions co-creating with clients.
• Sales leaders should model the behavior they expect from their sales teams and prioritize in-person meetings to build relationships and retain top talent.
• Encouraging sales reps to get off their butts and visit clients can provide a competitive advantage and lead to increased sales success.

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Ryan Thomas, the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. He emphasizes the importance of inspiring and motivating teams, aligning individual success with the company’s vision, and making data-driven decisions. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.

“It's not about just selling them technology. It's about selling them a solution that they know they're going to be able to acquire tech, get it implemented, and drive change in their business quickly.” - Ryan Thomas

Key Takeaways:

• More than just focusing on strategy alone is needed; leaders must prioritize team motivation and clarity around individual success.
• Understanding the “why” behind each employee’s role and connecting it to the company’s vision is crucial for team engagement.
• Soft skills like empathy and knowing when to let go of underperforming employees are essential for first-line leaders.
• Second-line leaders must develop business acumen and make strategic decisions to optimize resources and drive desired outcomes.
• Failing fast and learning from mistakes shows leadership maturity and fosters a culture of growth and innovation.

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