Sales Strategy & Enablement by Revenue.io

1091: Commit to Enable Frontline Salespeople with Andy Champion

Sep 8, 2022

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Andy Champion is the Vice President and General Manager for EMEA and ANZ at Highspot. There is a big difference between managers and leaders and it has less to do with processes and more about inspiring others to greatness. Andy Champion discusses why curiosity matters and how to approach conversations with the intent to learn.

He also digs into the importance of getting buy-in from the top to commit to coaching so that frontline managers implement behaviors that increase their chances of success. Lastly, Andy talks about mental health as a core component of enablement to create happy employees to further increase sales success.

HIGHLIGHTS

Approach conversations with the intention of learning more
Equip, train, coach, and analyze salespeople for success
Reinforce training of frontline managers to ingrain lessons
Mental health is a core part of enablement

QUOTES

Managers manage processes, leaders lead culture and inspire greatness - Andy Champion: "As a leader, I think it's as you say it, it's fundamentally different. It's about inspiring people to do their best, as you said, to be the best version of themselves. The other thing I would add to that, Andy, I think that is critical is, as a leader, it's really important that we create a space, a culture, into which people can grow. We don't own that culture, we don't define that culture, but we certainly have a responsibility to create that safe space."

Understand what is most important to buyers - Andy Champion: "If you're prepared to ask the questions and to listen intently with the whole approach solely of learning rather than necessarily forcing somebody down a particular track, my experience, that usually leads to better success. You're not going to w Qin every deal, you're not going to win every conversation because, do you know what, for some customers, you might not have the right solution, but you will always come away from those conversations having built respect and trust."

Include mental health in enablement to make more effective salespeople - Andy Champion: "When you are more proficient in what you do, it's more likely that you will find joy in what you do, certainly fulfillment in what you do, and then, quite often, what will follow from that fulfillment and from that joy, quite often what will follow from that is success. Happy people generally get successful sooner or later. Successful people don't always find happiness."

Find out more about Andy Champion in the links below:

LinkedIn: https://www.linkedin.com/in/andychampion/
Website: https://www.highspot.com/
Email: andy.champion@highspot.com