Carson Heady - Leadership, Sales, Culture, and Building Leaders - 297
Jun 22, 2022
auto_awesome
Carson Heady, Director of Health Services at Microsoft and author of Salesman on Fire & Birth of a Salesman, discusses culture, leadership, building teams, and building your business. Other topics include the value of process, finding your fuel, and a mistake most leaders make with how they use data.
Focusing on controllables such as market approach, audience targeting, messaging, and process optimization is crucial for achieving desired outcomes.
Leaders should prioritize understanding individual motivations, goals, and strengths, and create a supportive and transparent environment to empower their team members.
Deep dives
The Power of Failure and Overcoming Challenges
Carson Heedy, Director of Health Solutions at Microsoft, discusses how failure and challenges can serve as catalysts for growth and success. He shares his personal experience of missing a goal and using it as a motivation to identify gaps and develop a plan to enhance his odds of success. He emphasizes the importance of focusing on controllables, such as market approach, audience targeting, messaging, and process optimization, to achieve desired outcomes. Carson also highlights the significance of consistency, incremental progress, and being mindful of the present moment in driving continuous improvement.
Leadership and Sales: The Role of Leaders
Carson delves into the relationship between leadership and sales, emphasizing that leaders are hero makers, responsible for empowering and influencing their team members. He discusses the importance of understanding individual motivations, goals, and strengths, and creating a supportive and transparent environment. Carson stresses the need for leaders to focus on serving their teams and building trust, while allowing individuals the freedom to find their own approaches and contribute their unique perspectives. He advises leaders to provide guidance and support before and after decisions, and be open to learning from their team members.
Controlling the Controllables in Sales
Carson highlights the significance of focusing on the controllables in sales to enhance the odds of success. He emphasizes the importance of understanding one's book of business, market approach, target audience, messaging, and sales process. He encourages sellers to invest in learning, stay well-informed about customer needs and industry trends, and consistently evaluate the effectiveness of their strategies and outreach. Carson emphasizes the value of building relationships, creating a network, and leveraging resources to optimize outcomes. He also advocates for a data-driven approach, using measurable outcomes to diagnose and improve sales performance.
Building a Positive and Empowering Culture
Carson discusses the importance of culture in driving individual and collective success. He highlights the significance of relationships, trust, and transparency in fostering a positive and empowering culture. He encourages leaders to invest in their team members, understand their motivations and goals, and create a sense of belonging and shared purpose. Carson emphasizes the role of consistent processes, open communication, and support in building a culture where individuals feel heard, valued, and inspired. He also emphasizes the importance of incremental progress, self-awareness, and focus on the present moment in driving positive cultural change.
My Catalyst this week is Caron Heady. He is the Director of Health Services at Microsoft, and author of Salesman on Fire & Birth of a Salesman.
We go deep into a number of topics including culture, leadership, building teams, building your business, process, focusing on the moment, and a couple of great movie quotes. If you are interested in the value of process, finding your fuel, and a mistake most leaders make with how they use data, you'll enjoy this conversation.