Listening Is a Great Form of Empathy

In this episode of the Revenue Builders podcast, John Kaplan and John McMahon talk to John Hanlon, an experienced sales leader on all things leadership, from being coachable, to taking on a new VP of sales role. Hanlon talks about key learnings you can gain from past failures and the top traits that all good leaders possess. Digging deeper, Hanlon shares one key thing that good leaders can’t have, if they want to do their job effectively. 

Additional Resources:

• Connect With John Hanlon on LinkedIn | https://www.linkedin.com/in/john-hanlon80/
• More about Presidio | https://www.presidio.com/
• More about Force Management | https://forc.mx/3waMDDS
• Don’t Let Your Sales Initiative Fail: Lead from the Front | https://forc.mx/3GupnE8
• Taking on a New VP of Sales Role? Key Resources to Help You Get Started | https://forc.mx/39XgJlo
• Learn more about CASA (Court Appointed Service Advocate) | https://childadv.net/casa

HIGHLIGHTS

• You learn more from your mistakes than successes
• Listening in leadership
• Be both coachable and adaptable
• The person with no ego wins

GUEST BIO 

John Hanlon has more than 25 years of industry and international experience in information management software, hardware and service. Since joining EMC in August 2000, he has held leadership roles including Vice President, Network Attached Storage Unit; Senior Vice President, Mid-Market Sales; and President, EMC Americas Sales and Customer Operations. Prior to Dell/EMC, John Hanlon was VP of Sales (Americas) for Parametric Technology Corporation. He also served for 7 years as an Officer in the United States Navy.

QUOTES

Hanlon: "It's our job to add value, break down barriers, make people more successful, get them promoted, watch them develop and grow. But if people aren't comfortable coming to you to talk about their problems or their situation, you're flawed as a leader. You're done." 

Hanlon: "People want to work for people that are real. No phony baloney. Don't try to kid me. Be transparent. Be honest. Because we've all worked for people who tend to tell you what you want to hear or are a little bit full of themselves."

Hanlon: "This is what a leader is all about. It's about being accountable, about being self-aware, and recognizing when you're wrong. Because if you don't know that you're wrong, you can't alter your course." 

Hanlon: "Sometimes you lose to win, sometimes you take a step back to go five steps forward. But if you can keep that ego in check, you can go a lot farther as a leader." 

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064