Get in the Trenches to Grow as an Emphatic Leader with Matthew Roberts

Mar 17, 2022

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This episode of the Live Better Seller Better Podcast features Matthew Roberts from Mosaic.tech. Becoming the best leader doesn't mean you have to always be the best at everything. Matthew shares that creating empathy with others by working alongside them and knowing the pains of the sales floor is one of the best ways to achieve this.

He also shares how leaders can motivate others with strategies like quantitative and qualitative documentation, perhaps with Loom videos, micro promotions, and one on one conversations as nothing is every one-size-fits-all. To recognize growth, leaders can also utilize strategies which don't cost money like 4-day work weeks and incentives for quota coverage.

HIGHLIGHTS

Be a better leader by learning the pains on the sales floor
Document each and every process
Motivate with micro promotions and conversations
Taking ownership and motivating with a full cycle role
Always treat people as people

QUOTES

Matthew: "I would kind of like a fraud if I came in and just sort of building things and coaching and training but wasn't on the phone making calls, wasn't building the sequences from scratch and sending cold emails every single day, adding in good accounts."

Matthew: "Of course, you hope and you expect or you want that leader to be killing it but, at the same time, if they're failing too it also shows how they handle that failure is so much more important than booking that meeting."

Matthew: "Have stuff to share with them. Have hard numbers. Have timelines. Have qualitative and quantitative information that you can share so that they know what they should expect and they know what they need to do in order to get there. And, at the same time, micro promotions."

KD: "Create an AE boot camp, sure they're still an SDR but at least now you're preparing them to be an AE. That buys you some time. And then, the second one, if your market allows you for it, create a full cycle role."

Matthew: "Talk to people like they're people. No matter what, a lot going on in the world, a lot going on in people's personal lives, a lot going on at work, it's exhausting. So making sure that you understand that everyone's a human first."

You can find out more about Matthew in the links below:

LinkedIn: https://www.linkedin.com/in/matthewpaulroberts5/
Website: https://www.mosaic.tech/
Email: matt@mosaic.tech