Podcast episode
Communication Hacks to Unleash Your Sales Team’s Full Potential (Jake Dunlap, Skaled Consulting)
30 Minutes to President's Club22 Feb 202433 min
Description
Check out Jake’s new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list. Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day. PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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I have a calendar block every two weeks that says two weeks out, and usually I go three to four weeks out. And I look at my calendar over the next two weeks of everything that I have scheduled. And on an average week, I run between 50-70 meetings. That's how many meetings I have, internal, external, etc. “Consistently, I will look at, again, what are my priorities, not just the next two weeks, and I will move meetings.” The things that you prioritize three weeks ago may not end up being a priority now. And so I'd never cancel meetings day of. I look at my calendar and say, hey, what if this is not serving me as toward hitting these goals? And I move to create the space. And all of you could do this right now. Go block out 30 minutes tomorrow. I want you to pull up your calendar for next week and the week after.
And on an average week, I run between 50-70 meetings. That's how many meetings I have, internal, external, etc. Consistently, I will look at, again, what are my priorities, not just the next two weeks, and I will move meetings. The things that you prioritize three weeks ago may not end up being a priority now. “And so I'd never cancel meetings day of. I look at my calendar and say, hey, what if this is not serving me as toward hitting these goals?” And I move to create the space. And all of you could do this right now. Go block out 30 minutes tomorrow. I want you to pull up your calendar for next week and the week after. And I want you to look at every single meeting that you have on there, that if it happened three weeks from now, the world wouldn't fall apart. And guess what? That's probably most of the meetings.
Sales is for some reason, part of its ego mark, we got to be the guy, we're the highest paid person. We're doing this. I got to put it all on my shoulder. And when you've been a multiple time sales leader, you realize that's all BS. You don't have to. “And so the key is, there are plenty of people that can solve this problem for you.” The key is, can you say, it's okay if someone else solves the problem and I'm still really good at my job. And I think a lot of sales leaders can't do that at the same time. They are like, if I'm delegating, if I'm not doing this, then I'm not doing my job. The reality is you're not an expert at it. So don't try to do it. I don't care. Fine. Hire somebody. I don't care.
A coach, their job isn't to fix you. They're to help you guide down the path that you want, that is best for you and that you want to go to. Your job is to not give advice 24-7. Your job is to not tell people what to do. That is not how you develop people. That's what a mentor is. If you want to be a mentor and give advice all day, go somewhere else. A leader's job is to coach. “Coaching means I'm an expert at asking questions” and letting you come to your own outcomes. And if not, always be what I think is right. But that's okay. That's what you think is right. And if you want to continue to be a mediocre leader, keep making your main skill set, giving advice and mentoring. Jake, amazing round three. Everyone, hang on for a 60-second recap coming up soon. Cheers, folks.
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