72. Elevating the Sales Profession

March 11, 2020 00:24:51
72. Elevating the Sales Profession
B2B Revenue Acceleration
72. Elevating the Sales Profession

Mar 11 2020 | 00:24:51

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Show Notes

No business is succeeding in a viable way unless its sales department is achieving.

Sales is the core driver of any business. That being the case, why are sales professions viewed with negative perceptions?

I recently interviewed James Ski, Founder and CEO at Sales Confidence, about how to elevate the sales profession.

On today's episode we discussed: the source of negative perceptions of sales professionals, how to recognize the strategic function of sales, why sales compensation should be shared with support roles, and the importance of focusing on mental health for sales leaders.

(Use the discount code Operatix50 for £50 off when registering for the Sales Confidence’s SaaSGrowth 2020 conference.)

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

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Episode Transcript

WEBVTT 1 00:00:00.040 --> 00:00:04.519 Those companies right now, in two thousand and twenty and over the next decade, 2 00:00:04.599 --> 00:00:09.070 that are focused on the mental health of their leaders and professionals are going 3 00:00:09.109 --> 00:00:15.429 to be much more successful than their peers in industry. You're listening to be 4 00:00:15.589 --> 00:00:21.149 tob revenue acceleration, a podcast dedicated helping software executives stay on the cutting edge 5 00:00:21.190 --> 00:00:26.460 of sales and marketing in their industry. Let's get into the show. Hi, 6 00:00:26.699 --> 00:00:29.899 welcome to be to be a revenue acceleration. My name is Ornim, 7 00:00:29.940 --> 00:00:33.539 with you and I'm yet today with JEM ski funder and see you at seals 8 00:00:33.579 --> 00:00:37.450 confidence. How are you today, James? Really excited to be on the 9 00:00:37.530 --> 00:00:41.609 show. Thank you for having me. It's been an exciting start to two 10 00:00:41.609 --> 00:00:46.969 thousand and twenty. I'm really keen to share any nuggets or insights that could 11 00:00:46.969 --> 00:00:50.679 be useful to you or your listeners. Yeah, we will take all the 12 00:00:50.880 --> 00:00:53.640 neggets well, thank you for coming as well. So today we will be 13 00:00:53.679 --> 00:00:57.880 talking about elevating the sales profession. But before we go into a details and 14 00:00:57.920 --> 00:01:00.399 we had take your to a pick, would you man introducing yourself as well 15 00:01:00.439 --> 00:01:04.829 as your company sells confidence in in more detail of audience. Sure well, 16 00:01:04.989 --> 00:01:08.269 thank you again for having me. My name is Jameski on, the CEO 17 00:01:08.510 --> 00:01:15.269 and founder of sales confidence. Our vision is to build the world largest be 18 00:01:15.510 --> 00:01:19.819 to be sales community. So Day to day we're focused on helping elevate the 19 00:01:19.900 --> 00:01:26.980 sales profession and helping people each stage of their career with their performance, mindset 20 00:01:26.180 --> 00:01:32.219 and well being. I personally have been in the sales and software industry for 21 00:01:32.379 --> 00:01:37.290 over ten years. I was very early in a British as company called Huddle. 22 00:01:37.730 --> 00:01:42.329 I had a fantastic run there and then I went on to join linked 23 00:01:42.409 --> 00:01:47.959 in. Linkedin was an incredible experience for me personally and professionally, and while 24 00:01:48.000 --> 00:01:53.760 at Linkedin I was responsible for the UK and Europe's flagship companies as well as 25 00:01:55.359 --> 00:02:00.400 for an extended period of time I was actually the world's number one social seller 26 00:02:00.519 --> 00:02:06.989 at Linkedin. On linkedin while working FALLINGTON. So today we're building sales confidence 27 00:02:07.030 --> 00:02:12.270 and we also have a conference called susk growth, which is held annually on 28 00:02:12.389 --> 00:02:15.419 the eighth of July here in London. Okay, so that sounds like a 29 00:02:15.819 --> 00:02:21.300 great background. So today gems. As I mentioned early on, we want 30 00:02:21.340 --> 00:02:25.259 to speak about elevating the sells profession and we know that every single business needs 31 00:02:25.340 --> 00:02:29.819 sells people to be achieved, to be able to achieve their reserves and to 32 00:02:29.900 --> 00:02:34.370 grow. But through the year, and especially in certain industries, sales people 33 00:02:34.729 --> 00:02:38.330 have developed what they would call a bad reputation and I think there is a 34 00:02:38.370 --> 00:02:44.169 few stereotypes and negative perceptions around around the sense profession. Could you please share 35 00:02:44.250 --> 00:02:49.520 with us what these perceptions are and why do you think they have organically been 36 00:02:49.560 --> 00:02:53.360 established? Great Question. So I think as a buyer, if you've purchased 37 00:02:53.479 --> 00:02:58.319 something on the High Street in the last five to ten years, maybe you've 38 00:02:58.360 --> 00:03:02.229 bought a mobile phone contract or you've decided to rent a property or buy a 39 00:03:02.310 --> 00:03:07.990 property, or maybe you've been on to buy a car. These are experiences 40 00:03:08.030 --> 00:03:15.460 as a consumer that often feel very transactional, very fast. Possibly your pressured 41 00:03:15.500 --> 00:03:21.379 into making a quick decision because it's a very competitive marketplace. So I think 42 00:03:21.500 --> 00:03:28.090 generally over time, as a buyer, particularly and buying consumer and goods or 43 00:03:28.169 --> 00:03:34.969 services, we've often been left disappointing with the buyer experience. When I think 44 00:03:35.090 --> 00:03:38.969 of what I understand today is the sales professional, and I guess I'm focused 45 00:03:39.009 --> 00:03:45.039 mainly on the be tob sales professional and particularly within the software industry. What 46 00:03:45.159 --> 00:03:52.719 I tend to find is incredibly bright, thoughtful, caring and often very emotionally 47 00:03:52.800 --> 00:03:58.349 intelligent sales professionals who really do care about understanding their buyer, understanding their buyers 48 00:03:58.509 --> 00:04:02.629 needs and providing the right solution at the right stage for that individual in their 49 00:04:02.710 --> 00:04:10.819 company. So I think we have been as a profession. We've often been 50 00:04:11.780 --> 00:04:19.019 perceived as individuals not creating great experiences and having been organizing community events for now 51 00:04:19.220 --> 00:04:26.730 three years here in the UK and now expanding internationally, the people I interact 52 00:04:26.810 --> 00:04:31.569 with they truly care about creating amazing buying experiences. But I do feel like 53 00:04:31.689 --> 00:04:36.370 we've been impacted by experiences we've had in our day to day lives and then 54 00:04:36.410 --> 00:04:43.240 that translates into the perception of what people perceive a sales professional to be like. 55 00:04:43.800 --> 00:04:45.759 And I think if you were to come to one of our events, 56 00:04:45.839 --> 00:04:50.920 you would certainly not recognize those negative experiences and you would fully want to embrace 57 00:04:51.439 --> 00:04:57.589 the type of sales professional and sales leaders that we build as part of our 58 00:04:57.870 --> 00:05:02.110 community. Okay, now that makes sense and from your perspective again says Professional. 59 00:05:02.470 --> 00:05:06.379 Prove our value and be seen as part of a whether would call a 60 00:05:06.459 --> 00:05:14.819 MOS strategic function. It's really important as a sales professional to intimately understand your 61 00:05:15.060 --> 00:05:19.420 target buyer, the type of company, the type of industry that they operate 62 00:05:19.579 --> 00:05:25.009 in and the type of stage they are at in their research. If you 63 00:05:25.170 --> 00:05:30.410 look at reports from the likes of Linkedin or Detwo, which is the world's 64 00:05:30.610 --> 00:05:38.079 largest platform for software and reviews, and you will understand that about sixty two, 65 00:05:38.120 --> 00:05:44.279 seventy percent of the time for a virus spent researching their problems and researching 66 00:05:44.399 --> 00:05:48.160 solutions in the marketplace before they interact with the professional. So the point that 67 00:05:48.279 --> 00:05:55.069 you have that first phone and conversation or facetoface meeting, it's really, really 68 00:05:55.110 --> 00:06:00.550 important that you understand your customer and their needs and you can only do this 69 00:06:01.430 --> 00:06:08.819 by research and to become an expert and a trusted advisor and truly be strategic, 70 00:06:09.339 --> 00:06:13.899 and I don't mean that from simply a language perspective, but if you 71 00:06:14.180 --> 00:06:17.019 understand the company that you're talking with, then you will be in a better 72 00:06:17.060 --> 00:06:21.610 position to advise them at that strategic level. And what I found particularly in 73 00:06:21.649 --> 00:06:29.649 the enterprise so when I'm talking about enterprise companies, I'm talking tenzero employee size 74 00:06:29.689 --> 00:06:32.680 company. So think about Lloyds Banking Group here in the UK that has eightyzero 75 00:06:32.920 --> 00:06:39.000 employees, class or UNI leaver as another example. They have thousands of people 76 00:06:39.560 --> 00:06:46.240 and often from a decisionmaking process there's more than you know group buying this. 77 00:06:46.399 --> 00:06:50.389 So there's seven to fourteen individuals. You can actually add a lot of value 78 00:06:50.430 --> 00:06:55.550 if you understand the different needs of those different individuals. I think as a 79 00:06:55.629 --> 00:07:00.509 professional today we may be get an inbounds request that information or we start the 80 00:07:00.589 --> 00:07:03.779 process with one individual we believe is the only decision maker. And so you're 81 00:07:03.860 --> 00:07:10.740 much better multi threading, which basically means connecting with people at different scales and 82 00:07:10.779 --> 00:07:15.930 different stages within the organization and an understanding the organization and connecting the dots on 83 00:07:16.050 --> 00:07:19.730 behalf of that buyer. So then when you elevate yourself and you want to 84 00:07:19.730 --> 00:07:26.529 add value strategically, you're much more well informed. It's not good enough just 85 00:07:26.649 --> 00:07:30.480 to know your own product. Is Not good enough just to understand the type 86 00:07:30.519 --> 00:07:34.000 of I you truly have to understand the organization and the people that you're looking 87 00:07:34.040 --> 00:07:38.879 to advise. Okay, we know that in a in soft to ourselves, 88 00:07:38.959 --> 00:07:42.879 and I think it's probably true in most of the sales profession. We know 89 00:07:43.000 --> 00:07:47.310 that a large part of the earning, of the potential learning of selves people 90 00:07:47.430 --> 00:07:50.589 is based on commission and to that extent you know the I guess you need 91 00:07:50.670 --> 00:07:54.310 to sell, you know that, to get your money out, to make 92 00:07:54.430 --> 00:07:59.899 more money. So is there anything that you suggest doing around commission, plan, 93 00:08:00.180 --> 00:08:05.220 around structure, so sells people become that advisor in a way and that 94 00:08:05.339 --> 00:08:09.899 person that will, you know, really invest time in engaging with a different 95 00:08:09.019 --> 00:08:13.970 person in those large accounts, understanding their need, you know, and really 96 00:08:13.290 --> 00:08:18.290 trying to lead with best practices and and technically helping the D end user in 97 00:08:18.410 --> 00:08:22.730 a way. But don't you think that the way people are paid and the 98 00:08:22.769 --> 00:08:26.480 way commission seems to be awarded to sells people, you know, there is 99 00:08:26.480 --> 00:08:31.040 a fundamental change that needs to happen. They're basically because you can spend some 100 00:08:31.120 --> 00:08:33.879 times educating, but truly sells people want to sell, they want to get 101 00:08:33.919 --> 00:08:37.240 that commission. Yeah, that's absolutely fine. I'm a huge advocate for commission 102 00:08:37.279 --> 00:08:43.669 and centralization. It's been proven and well documented by the data that it's very 103 00:08:43.669 --> 00:08:48.429 effective. You just have to look at a sales performance management company like exactly, 104 00:08:48.549 --> 00:08:52.389 that's been doing this for over a decade. Now, let's just be 105 00:08:52.629 --> 00:08:56.820 clear. Making a sale and closing a deal is an extremely positive thing to 106 00:08:56.860 --> 00:09:01.580 do as an individual within the sales and organization as a company. Fundamentally, 107 00:09:01.700 --> 00:09:07.539 there is no single company out there that is surviving unless their sales function is 108 00:09:07.659 --> 00:09:11.970 performing. And just the turn that on its head slightly. It's the buyer 109 00:09:11.169 --> 00:09:16.809 that matters and it's that buyer experience and we all love to buy. So 110 00:09:16.009 --> 00:09:22.210 there's nothing wrong with having love for sales and closing the deal. Now, 111 00:09:22.769 --> 00:09:26.799 one we except that it is absolutely okay to close to the other we except 112 00:09:26.919 --> 00:09:33.440 that there is a different type of wiring from a fundamental behavior spective when you 113 00:09:33.559 --> 00:09:39.750 think about how the sales professional is incentivives now, particular early in your career. 114 00:09:39.110 --> 00:09:43.389 So maybe you're in your first sales role and you imagine what the world 115 00:09:43.470 --> 00:09:46.710 of a business leader, sales leader, could look like and you're probably working 116 00:09:46.750 --> 00:09:52.509 towards maybe your first fiftyzero pounds per year and your earnings, or you know 117 00:09:52.590 --> 00:09:56.059 that kind of magic one hundred thousand which people really enjoy hitting. I'm absolutely 118 00:09:56.059 --> 00:10:01.620 fine if you're creating value for the buyer and you're creating value for the company 119 00:10:01.740 --> 00:10:07.129 that you work for. That you should be rewarded from a compensation perspective and 120 00:10:07.210 --> 00:10:09.690 there are some solutions like exactly that. I can help you with that. 121 00:10:11.129 --> 00:10:13.929 What I would add to this, and this is what I am a a 122 00:10:13.169 --> 00:10:20.210 advocate for, is sharing the rewards of a sale beyond the sales function. 123 00:10:20.250 --> 00:10:24.519 As we all know, the most successful sales individuals and leaders are heavily supported 124 00:10:24.559 --> 00:10:31.759 by their marketing function, customer success, product PR content. All of these 125 00:10:31.799 --> 00:10:37.509 other people in the business should be rewarded in the success of sales. So 126 00:10:37.110 --> 00:10:41.149 for us at sales confidence, as an example, elements of our product lines. 127 00:10:41.309 --> 00:10:46.870 So, particularly when we think about ticket sales for our annual conference that's 128 00:10:46.950 --> 00:10:50.620 grow from the eighth of July, every sale that is made that is not 129 00:10:50.059 --> 00:10:54.100 directly impacted by a sales professional who's picked up the phone and closed the sale, 130 00:10:54.860 --> 00:11:01.620 the results are shared amongst everybody in our company, even our freelancers that 131 00:11:01.740 --> 00:11:07.129 get a share of the reward, because I deeply understands that every single individual 132 00:11:07.210 --> 00:11:11.409 in the company has an impact on the sale. So just the recap from 133 00:11:11.409 --> 00:11:16.450 a framing perspective, let's appreciate sales, that's appreciate why they are rewarded. 134 00:11:16.529 --> 00:11:22.799 Commission and there's lots of different approaches to optimize the efficiency of compensation planning. 135 00:11:22.320 --> 00:11:26.279 Let's not take it away from the fact that we should be proud of sales 136 00:11:26.320 --> 00:11:31.320 and we should be proud of closing the deal and actually we should extend the 137 00:11:31.480 --> 00:11:37.470 rewards for those individuals around the sales organization or supporting the Sales Organization. Yeah, 138 00:11:37.590 --> 00:11:41.509 that makes Ba makes sense. Yeah, I think it's it would, 139 00:11:41.629 --> 00:11:45.190 don't move, be ideal to have not only with the rest of the team 140 00:11:45.190 --> 00:11:48.820 because obviously you're right, the the sales people out there the front of the 141 00:11:48.899 --> 00:11:52.899 company, the other people are going out and seeing within user you would be 142 00:11:52.980 --> 00:11:58.379 also very unconventional but probably very interesting for ourselves, for our company, ourselves 143 00:11:58.419 --> 00:12:03.529 function, to have a commission bland based on the actual benefits that you're delivering 144 00:12:03.610 --> 00:12:05.970 to your customer. So basically, has the benefits are growing technically the service 145 00:12:07.009 --> 00:12:11.809 person good get more money, which ultimately would probably removed the beddy mage ore, 146 00:12:11.009 --> 00:12:16.360 the that pushy sells gay type of maybe attitude that some of the some 147 00:12:16.480 --> 00:12:20.000 of the end us up in to be speaking about. I think you know, 148 00:12:20.080 --> 00:12:24.200 if you look at net promoter score and MPs, or you look at 149 00:12:24.200 --> 00:12:28.799 the experience of the buyer once purchase has been made and real rewarding sales but 150 00:12:28.840 --> 00:12:33.990 also customer success or the Account Management Team and for the continuous engagement of value 151 00:12:35.230 --> 00:12:39.350 returned in the product. I definitely see there is value and I've seen some 152 00:12:39.509 --> 00:12:43.299 examples of that play out in companies. I think, though, there is 153 00:12:43.379 --> 00:12:48.179 just a kind of a business model perspective on, you know, when the 154 00:12:48.259 --> 00:12:54.220 commission is paid, from a kind of a piano perspective, and how that's 155 00:12:54.259 --> 00:12:58.340 built particularly into assess model and how that scales over time. You know, 156 00:12:58.769 --> 00:13:01.450 I'm just explaining, I feel like. You know, the idea of rewarding 157 00:13:03.090 --> 00:13:07.610 the sales professional post sale is a good idea, particularly around MPs. But 158 00:13:07.850 --> 00:13:11.090 I've got enough. Nothing really asked that add to that. Okay, that 159 00:13:11.250 --> 00:13:13.080 makes sense. That makes sense. So we know that part of your objective 160 00:13:13.080 --> 00:13:16.919 at serves confident is to elevate the serves profession as well as to pot sales 161 00:13:16.960 --> 00:13:22.559 professionals to develop their skill and grow. That carry our bath as a as 162 00:13:22.559 --> 00:13:26.159 a successful sence person. So if we want to go into a little bit 163 00:13:26.200 --> 00:13:31.269 more details, what are the initiatives selves confidence as in place to support this 164 00:13:31.350 --> 00:13:35.389 shift of bus section from the markets or from the bad sales gay to the 165 00:13:35.470 --> 00:13:37.909 good sales gay. Yeah, great question. So the first point is is 166 00:13:37.990 --> 00:13:43.700 that we're interested in supporting salespeople were at each stage of their career with their 167 00:13:43.779 --> 00:13:48.740 success, but in a sustainable way. So, you know, the pursuit 168 00:13:48.980 --> 00:13:54.620 purely for an objective of a hiring calm or, you know, being number 169 00:13:54.659 --> 00:13:58.529 one is not good enough in our community. So we're heavily, if invested 170 00:13:58.649 --> 00:14:05.090 with our membership and we just launched our first one hundred members of last Wednesday 171 00:14:05.090 --> 00:14:09.129 actually, at one of our evening events, and we're focused on creating experience 172 00:14:09.169 --> 00:14:13.039 where they're being edu educated, they have access to mentorship, they have access 173 00:14:13.080 --> 00:14:18.120 to expert coaches and they have access to people that can help accelerate their career. 174 00:14:18.840 --> 00:14:24.200 More broadly than that, it's really important for us. You've been talking 175 00:14:24.389 --> 00:14:30.029 to daisy top man, our PR and communications manager, and we're going to 176 00:14:30.070 --> 00:14:33.830 be telling the story of the importance of the sales professional a lot more broadly. 177 00:14:35.429 --> 00:14:37.190 So, for example, this year we're going to be featured in the 178 00:14:37.350 --> 00:14:43.019 sales performance report within the rack on Teur, which is a supplement that goes 179 00:14:43.100 --> 00:14:46.779 into the times to over a million decisionmakers in the UK, and this is 180 00:14:46.820 --> 00:14:50.820 an opportunity for us the highlight the importance of the sales professional within the sales 181 00:14:50.820 --> 00:14:58.009 organization. Will also going to be published across typical major mainstream and business media 182 00:14:58.370 --> 00:15:03.049 and the tech press. So there's a lot of liquidity in the market, 183 00:15:03.210 --> 00:15:07.639 meaning there's a lot of venture capital being invested in technical solutions and software, 184 00:15:09.080 --> 00:15:13.840 often into individuals that don't necessarily have commercial or sales experience quite often, but 185 00:15:13.919 --> 00:15:18.200 they understand how to build a product to solve problems and it's the similar space 186 00:15:18.279 --> 00:15:22.309 that I imagine with your own business that you're solving in an area, creating 187 00:15:22.309 --> 00:15:26.950 leads and opportunities for these type of founders. So we're just going to be 188 00:15:26.029 --> 00:15:31.269 telling the story more broadly, yes, within the SASS industry, and so 189 00:15:31.350 --> 00:15:35.059 you would see us a major events like SAS stock in Dublin and SAS growth 190 00:15:35.220 --> 00:15:41.179 here in the summer and Sasta in the US, telling the story on stage. 191 00:15:41.299 --> 00:15:45.940 But also, you know, how can we get the BBC or mainstream 192 00:15:45.980 --> 00:15:50.529 press like the evening standard to hear our story and understand that? You know, 193 00:15:50.889 --> 00:15:54.009 my story as well comes from a very personal journey. You know it's 194 00:15:54.049 --> 00:15:58.929 well publicized now, but you know I was admitted to a hospital when I 195 00:16:00.129 --> 00:16:03.929 was as twenty years old and due to a kind of a mental health and 196 00:16:03.169 --> 00:16:08.840 diagnosed, and as a result of that I've kind of pursued and progressed to 197 00:16:10.000 --> 00:16:14.639 understand myself and my my mindset and how we can help people and develop. 198 00:16:14.759 --> 00:16:18.590 So I think what we're going to be doing is telling the story and the 199 00:16:18.669 --> 00:16:22.629 narrative that sales people, like marketing people, like product people, are any 200 00:16:22.669 --> 00:16:26.549 type of person. Are just human beings and we care about each other like 201 00:16:26.750 --> 00:16:30.350 anybody else. And while, yes, we are rewarded more than most, 202 00:16:30.470 --> 00:16:36.740 yes, we have a significant income, we so are people, we have 203 00:16:36.860 --> 00:16:38.419 feelings, you know, we care about each other and we want to do 204 00:16:38.500 --> 00:16:41.340 the best job that we can do. So I think if we can tell 205 00:16:41.419 --> 00:16:47.889 that story and we can focus on the importance of the emotional intelligence, the 206 00:16:48.049 --> 00:16:53.049 importance of being selfaware, being self aware of how your sales process or the 207 00:16:53.129 --> 00:16:56.610 sales experience is created for the buyer, we're going to be in a much 208 00:16:56.649 --> 00:17:02.480 better position to create better buyer experiences in the marketplace. That makes sense. 209 00:17:02.799 --> 00:17:06.519 Well make my last question is, as pretty much you know, along your 210 00:17:06.559 --> 00:17:10.440 story and some of the thing that they've seen on a on your website gays 211 00:17:10.519 --> 00:17:15.029 about the wellness and the mental wellness of the sales proficient. So I don't 212 00:17:15.029 --> 00:17:18.269 know. That's another thing is that he's seen is that it seems that lots 213 00:17:18.269 --> 00:17:22.309 of people can have consider the sales function of the dove gay. You know, 214 00:17:22.349 --> 00:17:25.470 the tough people are, are very confident, can speaker at etc. 215 00:17:26.069 --> 00:17:27.470 But I'd like you to develop a little bit more about, you know, 216 00:17:29.150 --> 00:17:33.140 what were you're finding in time of mental well being being and you know Houl. 217 00:17:33.180 --> 00:17:37.019 Do you ever bought out you could it, because it's got to be 218 00:17:37.059 --> 00:17:41.900 something that's pretty difficult to discuss as a sens professional that you know we want 219 00:17:41.940 --> 00:17:45.849 to keep their the exerting away. So I would you out your project to 220 00:17:45.930 --> 00:17:48.329 be. Can do you see it the big us as something he's taking my 221 00:17:48.529 --> 00:17:52.369 mind now she has SOS confiencing in about our big is issue. HMM, 222 00:17:52.690 --> 00:17:56.450 it's a great point. I mean, look, it's been a personal experience 223 00:17:56.529 --> 00:18:00.799 of mine that I've been impacted by my own mental health challenges. Over the 224 00:18:00.839 --> 00:18:04.000 last ten years. I've spent time in a mental health hospital, which is 225 00:18:04.000 --> 00:18:07.200 quite unusual to hear. You know, I guess a public figure, CEO 226 00:18:07.279 --> 00:18:11.279 and a founder. I'm speaking openly about that. But I'm committed personally to 227 00:18:11.950 --> 00:18:15.950 raise awareness of mental health. I mean it's been world documented now. I 228 00:18:17.029 --> 00:18:21.509 think the royals and the heads together foundation of done an amazing job in elevating 229 00:18:21.549 --> 00:18:25.509 the awareness around mental health in the UK. Sadly, you can look into 230 00:18:25.509 --> 00:18:29.380 social media and a daily basis, and you were here, of the impact 231 00:18:29.700 --> 00:18:33.740 of negative mental health and individuals. Now, from our research and also personal 232 00:18:33.779 --> 00:18:38.180 experience of being working in and leading sales organizations over the last ten years in 233 00:18:38.180 --> 00:18:44.809 the UK, I think the sales leader is under more pressure than most leaders 234 00:18:44.849 --> 00:18:48.569 in an organization. The reason is, especially in software, you've got venture 235 00:18:48.609 --> 00:18:53.930 capital individuals that have high expectations. I mean an example we had Renvora, 236 00:18:55.089 --> 00:18:59.720 who is a world leading founder, coach and runs a company called SMP, 237 00:18:59.839 --> 00:19:03.720 can munications, and he was speaking in an event last week about founders going 238 00:19:03.839 --> 00:19:10.150 to the venture capital community and making promises, often based on pure speculation. 239 00:19:11.109 --> 00:19:12.829 You know that their company is going to be the next great big thing. 240 00:19:14.309 --> 00:19:18.750 Or whose responsibility is it to deliver on the targets set by the founders and 241 00:19:19.230 --> 00:19:23.420 the venture capital community? It's the sales leader. So the sales leader has 242 00:19:23.460 --> 00:19:27.819 the responsibility in the weight of the world on the business objectives of the company. 243 00:19:29.299 --> 00:19:34.180 Plus he has or she has to manage her own self doubt and pressure, 244 00:19:34.740 --> 00:19:40.569 knowing that often a sales leaders tenure is less than eighteen months in a 245 00:19:40.609 --> 00:19:45.529 venture capped, venture capital backed business. Then he or she has the responsibility 246 00:19:45.930 --> 00:19:49.049 of, you know, the five, ten, twenty or whatever number of 247 00:19:49.170 --> 00:19:56.000 sales professionals that they must look after in order to deliver a number. So 248 00:19:56.119 --> 00:20:00.000 there is pressure, positive pressure, and also negative self doubt coming from all 249 00:20:00.039 --> 00:20:04.400 angles. And while you know, a sales leader may be perceived as a 250 00:20:04.400 --> 00:20:11.069 good public speaker or in individual that is charismatic or inspirational, and I know 251 00:20:11.230 --> 00:20:15.069 lots of analytical, introverted sales leaders, by the way. But like if 252 00:20:15.150 --> 00:20:19.789 you take the beginning of this conversation and focus on that perception, then you 253 00:20:21.109 --> 00:20:25.180 would argue that why does a company need to support the sales leader? Well, 254 00:20:25.259 --> 00:20:29.539 it's simply because the pressures are immense and it doesn't matter who it is. 255 00:20:29.700 --> 00:20:33.220 You know, frankly, you know my greater purposes to support the teacher, 256 00:20:33.539 --> 00:20:37.769 the the nurse, the care worker, the professionals that maybe don't get 257 00:20:37.769 --> 00:20:41.210 them recognition and respect and also have their own personal challenges. I just happened 258 00:20:41.250 --> 00:20:45.930 to be a very proud sales professional that's very proud about the profession, in 259 00:20:47.009 --> 00:20:49.240 the value that sales creates in the world, and I just want it to 260 00:20:49.279 --> 00:20:53.200 be acknowledged that these individuals are, like the buyer, their humans. They 261 00:20:53.279 --> 00:20:57.319 need support day to day. So that's why, for us, you know, 262 00:20:57.400 --> 00:21:03.799 we're focused on supporting the sales professional each stage of their career with performance, 263 00:21:03.430 --> 00:21:08.390 mindset and wellbeing, and it's that holistic approach, which means right now, 264 00:21:08.910 --> 00:21:11.789 you know, we have the attention of the world and sales confidence because 265 00:21:11.990 --> 00:21:15.750 there's simply not an organization out there that's designed a business model in the way 266 00:21:15.789 --> 00:21:18.579 that we have, and you know, I'm proud of that and I'm proud 267 00:21:18.619 --> 00:21:22.099 of the fact that we are going to be looking at for each other. 268 00:21:22.980 --> 00:21:26.700 But by extension, if you're listening to this and maybe you just support the 269 00:21:26.740 --> 00:21:30.940 sales organization, so maybe you're in sales operations or sales and ablement or marketing, 270 00:21:30.460 --> 00:21:33.730 you know we care about you as well and I just feel, while 271 00:21:33.849 --> 00:21:38.210 difficult to your point about speaking about the challenges with your own mental health, 272 00:21:38.210 --> 00:21:44.210 you just have to create safe spaces in your organization and and give people permission 273 00:21:44.289 --> 00:21:48.160 to share. It's difficult balance and you know I would I would tread carefully 274 00:21:48.200 --> 00:21:52.559 and I would seek advice when you start opening up what people's personal challenges are. 275 00:21:53.480 --> 00:22:00.880 But it will completely change the culture and the positive attitude that employees or 276 00:22:00.430 --> 00:22:06.390 extended team members have towards you as a company and as a business if you 277 00:22:06.630 --> 00:22:10.390 invest in their mental health. It's as simple as that. It's linked to 278 00:22:10.589 --> 00:22:15.150 performance and those companies right now, in two thousand and twenty and over the 279 00:22:15.230 --> 00:22:18.980 next decade, that are focused on the mental health of their leaders and professionals 280 00:22:19.019 --> 00:22:23.420 are going to be much more successful than their peers in industry. Thanks for 281 00:22:23.500 --> 00:22:27.220 your insige, gents. We really appreciate the say that you to detain today 282 00:22:27.299 --> 00:22:30.609 too, to share your suits with our agience. So, if anyone wants 283 00:22:30.609 --> 00:22:34.650 to connect with you, to carry on the conversation or pick your brain up, 284 00:22:34.650 --> 00:22:37.329 what's the best way to get told of your gems? The first thing 285 00:22:37.369 --> 00:22:41.769 to do is add me on Linkedin. So Search James Ski on Linkedin and 286 00:22:41.849 --> 00:22:45.799 send a personal message that you heard us both speaking today, and then we 287 00:22:45.880 --> 00:22:51.119 can look out. You can also check us out at sales confidencecom and if 288 00:22:51.160 --> 00:22:56.319 you want to come to our annual conference on the eighth of July, which 289 00:22:56.440 --> 00:23:00.710 is for sales, revenue and marketing. Leaders are old billings gate. We've 290 00:23:00.710 --> 00:23:04.910 got capacity one thousand five hundred. Leaders were flying in people from Silicon Valley. 291 00:23:04.950 --> 00:23:08.509 So we've got people are Aaron Ross, is the founder of predictable revenue, 292 00:23:08.869 --> 00:23:14.380 Nathan Lacqua, red and Bar Yaco, who's the founder of winning died 293 00:23:14.460 --> 00:23:17.619 by design, and many other top UK and European leaders. And if you 294 00:23:17.660 --> 00:23:21.900 want to come to that actually and you want to promote this and you send 295 00:23:21.940 --> 00:23:26.730 us all of an operatis fifty code, so we give you a fifty pound 296 00:23:26.769 --> 00:23:32.970 discount on any tickets if you use the code operatis fifty. There you go. 297 00:23:33.569 --> 00:23:37.849 We are that everyone operatis operatics fifty right, correct. I will make 298 00:23:37.849 --> 00:23:41.799 sure that we put that online as well. Well. That's very that's very 299 00:23:41.839 --> 00:23:44.519 generous of you, gems. Thank you very much for that. We definitely 300 00:23:44.519 --> 00:23:48.519 did check the conference and see if the dairy a little but we'll will try 301 00:23:48.519 --> 00:23:52.440 to put bay and say it and supportsry in which you're are doing. So 302 00:23:52.799 --> 00:23:55.869 once again, many things for your time today. It was an absolute pleasure 303 00:23:55.869 --> 00:23:59.309 to have you on the short jobs amazing. Thank you very much. Thank 304 00:23:59.349 --> 00:24:02.990 you so to Katerina for organizing and daisy and our side. It's been a 305 00:24:03.029 --> 00:24:04.950 pleasure to be on here, and good luck with the future. Thank you. 306 00:24:06.430 --> 00:24:12.019 operatics has redefined the meaning of revenue generation for technology companies worldwide. While 307 00:24:12.059 --> 00:24:18.500 the traditional concepts of building and managing inside sales teams inhouse has existed for many 308 00:24:18.579 --> 00:24:22.980 years, companies are struggling with a lack of focus, agility and scale required 309 00:24:23.099 --> 00:24:30.210 in today's fast and complex world of enterprise technology sales. See How operatics can 310 00:24:30.289 --> 00:24:37.049 help your company accelerate pipeline at operatics dotnet. You've been listening to BEDB revenue 311 00:24:37.089 --> 00:24:41.359 acceleration. To ensure that you never miss an episode, subscribe to the show 312 00:24:41.440 --> 00:24:45.480 in your favorite podcast player. Thank you so much for listening. Until next 313 00:24:45.519 --> time.

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