Shaan Hathiramani is the CEO of Flockjay. Both sellers and sales leaders must take the time to introspect on what is truly working and not in their workflow. This branches out on the questions on incentivizing intentionality and the culture around it, as well as changing productivity metrics.
Managers must be enabled to spread this learning around and learn from the best sellers within their own teams. This is not just to hit quota but also to improve retention of their best people. Shaan also discusses paradigm shifts needed in sales on what defines productivity and how to enable managers themselves.
HIGHLIGHTS
- Salespeople and leaders must be intentional about what works and doesn't
- Change the basis of productivity so sellers can focus on self-improvement
- Managers have all the answers versus managers direct to the right answers
- Enablement leaders must identify subject matter experts within teams
QUOTES
Be intentional about introspection - Shaan: "When you're short-term optimizing for just trying to get those dials to work in the spreadsheet, you lose the fact that any given day anyone in this seat should be carving some time for introspection, for understanding what worked well in that call and what could've gone better. And those are the moments that make you 10, 15% better every week, every month."
Incentivize introspection and continuous learning - Shaan: "It starts by having a conversation at the leadership level around duration and how you're thinking about the next generation of leaders within your company. If you want good people to stay, it's not just going to be for lone wolf economics. It's going to be for folks who are recognized for being far more."
Shift the paradigm that sales enablement is linear - Shaan: "I'm starting to hear this from some of the most mission-driven and forward-thinking enablement leaders I've worked with is becoming less of the owner of enablement in a company and more of the facilitator; identifying subject matter experts within individual teams and departments and working with them to enable and empower them at the manager level to be those enablement leads, as opposed to just a linear I'm going to push all this content down to you."
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