Sales Transformation #235 S2 Episode 104 - How To Put Your People First & Build High Performing Teams with Megan Bowen
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HIGHLIGHTS
- From Cutco Cutlery to woking with tech startups
- Building a team for post-sales at ZocDoc
- Growing teams at scale and integrating existing systems
- Your people impact everything
- Everything boils down to having the right team
- People's success = Customer's Success = Company's Success
- Intense pressure from investors can lead to poor decision making
- Always talk to your team and get a pulse
- Leading with vulnerability can be powerful
- Create a balance between sales, marketing, and customer success
QUOTES
Megan: "I love building from scratch but there are tons of challenges. Recruiting is really hard. Also, when you are starting from nothing, you really have to be thoughtful about how you can't do all the things at once. And so it's really thinking of what are the key foundational elements when you're building a team from scratch to get in place in the beginning and what you have to do as you scale."
Megan: "You don't always exactly know what needs to happen. But someone has to be the one that like, throws paint on the canvas right? Do something, learn, and then change and evolve."
Megan: "I ran into mistakes because it was like you can't just rip one playbook from one company and just paste it into another and so, that was an important lesson of, yeah there are fundamental things that are consistent but every context is different. After that experience, I was much more thoughtful about understanding the context and the customer and then taking the right things from my past experience while integrating the realities of my new context.”
Megan: "If you empower your people, bring the right people in the organization, if you have a compelling vision and mission that they all want to get behind, if you create trust and psychological safety so people feel comfortable taking risks and trying new things and pushing the boundaries, if you give people feedback and recognition, opportunities for achievement and growth -- these are all the necessary ingredients that if you can create those conditions and get the right people doing the right things, that as a leader is what I focus on the most."
Megan: "Unfortunately, I've been a part of a lot of companies where they make decisions with shareholders in mind, or what's in the best interest of the company. I'm like, I want to flip that paradigm and say like, actually if you make decisions that are in the best interests of your people, you're gonna achieve the company outcomes that you wanna have."
Megan: "Really rearticulating the purpose of the salesperson: it's not to talk to as many people as possible and convince them to buy. It's to talk to highly-qualified buyers as a subject-matter expert and have a much more mutually-beneficial conversation around fit and whether the partnership makes sense."
Learn more about Megan in the links below:
- Linkedin: https://www.linkedin.com/in/meganwhitebowen/
- Website: https://www.refinelabs.com/
- Podcast: https://www.refinelabs.com/podcast
- Email: megan@refinelabs.com
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.