30 Minutes to President's Club | No-Nonsense Sales

No BS Advice to Build Company Culture in 2025 w/ Steph Jenkins @ PandaDoc | Ep. 270 (Lead)

Dec 5, 2024

Steph Jenkins, VP of Global Sales at PandaDoc, shares her journey through sales leadership roles at notable companies like Glassdoor. She highlights the importance of structured one-on-ones for actionable feedback, encouraging leaders to ask insightful questions. The discussion delves into fostering a strong team culture through radical candor sessions and skip-level meetings. Jenkins emphasizes focusing on strategic priorities and building trust to enhance communication, ultimately driving long-term success for sales teams.

39:39

Episode guests

Steph Jenkins

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Sales leaders should enhance team culture by sharing impactful customer stories to foster emotional connections and drive motivation.

Regular one-on-one meetings and open communication can proactively address team challenges, building trust and improving overall performance.

Deep dives

Mission-Driven Leadership

Sales leaders must inspire a strong belief in their product among team members. Instead of focusing on individual success stories in team meetings, leaders should share customer stories that highlight how their product solves real-world problems. For instance, sharing the success of a customer that supplies breathalyzers for vehicles can help sales reps connect emotionally with the mission behind their work. This approach encourages sales reps to share meaningful narratives about how they contribute to the greater good.

Intro

4min

Effective Cold Calling and Leveraging Product Team Relationships

2min

Building Open Communication for Team Culture Improvement

4min

Building Trust and Gathering Feedback in One-on-One Meetings

5min

Navigating Leadership in Sales Teams

16min

Accelerating Sales Success: Strategies and Tips

2min

ACTIONABLE TAKEAWAYS:

Uncover what’s not working: Use varied questions in one-on-ones, like “If you had a magic wand, what would you change?” or “Where have we let you down in the sales cycle?” to surface actionable feedback.
Run radical candor sessions: Gather reps for skip-level feedback on their manager. Facilitate discussions on what the manager should keep, stop, or start doing, and provide actionable feedback to the manager for growth.
Stay connected with the team: Conduct regular skip-level meetings, whether quarterly one-on-ones or group discussions, to maintain trust and understand team challenges directly.
Lead with strategic priorities: Focus on 2-3 key quarterly initiatives, like improving prospecting systems or revamping coaching processes, to drive long-term business impact beyond daily operations.

STEPHANIE'S PATH TO PRESIDENT'S CLUB:

VP of Global Sales at PandaDoc
Chief Revenue Officer at Sprig
Chief Revenue Officer at FlowHub
VP of Sales, SMB at Glassdoor

RESOURCES DISCUSSED:

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