The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 9 months ago

Friday Fundamentals 137: Keith Daw

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Friday Fundamentals 137: Keith Daw 

Everybody. Sam Jacobs, welcome to the SALESAYKER podcast and to Friday fundamentals. You know Friday fundamentals. It's that short five to tenment of format where we bring you actionable insights to help make a difference in what you do. Today we've got this week's guest, Keith Daw back, on the show. He's the vice president of getting stuff done at McDonald consulting group, which is a license of sailor training, and we're going to be talking about a key step, a crucial step, towards helping you accelerate your professional development and professional advancement. So before we get there, we want to thank our sponsors. We have two sponsors for Friday fundamentals. The first is outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities in scaling customer engagement. With intelligent automation, outreach makes customer facing teams more effective and improves visibility into it really drives results. The other podcast sponsor we have for Friday fundamentals is pavilion, formally Revenue Collective Pavilion is the key to getting more out of your career. Our private membership connects...

...you with a network of thousands of like minded peers and resources where you can tap into leadership opportunities, professional development, mentorship and other services made for high growth leaders like you. Unlock your professional potential with a pavilion membership gets started today at join pavilioncom Keith, welcome back to the show. Thanks for having me. So for Friday fundamentals we ask one question. Here's the question. So we're going to put to today. What is your top recommendation to help people accelerate their professional development and personal growth? Very good, very good. Of all the things I could say, I'd say probably determining what your true personal motivation is. Everybody gets into sales or gets into leadership because there's certain fundamental boxes they need to check or they have certain perceptions of Oo and on what it's going to be, and sometimes they go in the right path and sometimes they're in the wrong role for the wrong reasons. And so, whether you are an individual that's listening or whether you're maybe a leader that's looking to help your team, start with the end in mind. Too many people in...

...a sales role or even perhaps leadership. They do whatever it is they need to do every day, every week, every month, they get paid what they get and then they live their life based upon what's left after they pay the bills. And so encouraging people to flip it and ask yourself or your team the following question. What is one personal goal you are absolutely committed to achieving between now and the end of the year? Many people haven't actually thought about that with that kind of commitment. Secondly, what is one item, a road block or potential world block that could keep you from achieving that the third question, and then who, personally, your professionally, might be able to assist you with that roadblock? Just going through that exercise something that most people don't pause long enough to do and it makes them go wow. And I've had clients that has been looking to get a down payment on a home,...

...looking to get a new car, finally take get out of the House and take my kids and family on a vacation, go back to school. I mean there's any number of different things and others have said I'd like to retire in maybe three years instead of ten years. Either way, there may be a financial commitment or involvement there. So then go back, share it with someone and then build your plan to make certain that what you're doing, it was, your behaviors and your activities are aligned to achieve it. So, if you're a salesperson that has to make four hundred cold calls in a week, is it because? I don't know, my sales leader said I need to make four hundred calls or it's going to suck, no matter what I mean. Oh, knows a few people that say they love making cold calls. Not sure about that. But at the same time, if every single time you pick up that phone you know that you're getting one step closer to that goal that hopefully you have pictured on your phone or, you know, next to your computer, there's that personal motivation to not only make the calls that are required but make certain that you're prepared to do it and execute...

...them at the highest level, as opposed to just kind of pencil whipping like well and maybe for in a call of answered and so whatever that activity is, if it's a leader that has to have those tough conversations and some one on one's with some people on their team or within their department, nobody really likes to do that. But if you recognize I need to have these tough conversations in the right way, and every time I do it my team can improve and if my team improves, we all can hit our respective goals. It just drives because now we buy the action we are have, we're motivated to do even if it's uncomfortable, as opposed to it's Monday at ten o'clock, which means I need to do that thing that I dread. And I think just our own personal self awareness, as well as potentially mindfulness of others. When you get a team, and I've seen countless ones, when you get teams that understand that, individually as well as collectively, they end up...

...certain help each other out a lot more and and helping to achieve the goals quickly. Anecdote, if I may. had a sales leader to work with for a couple of years. Was the producer that he was managing the team and he says, I'm stuck because this this guy, he's got so much potential. He's making like seventy grand a year and he's just not you know. And so what is he motivated by? Money? No, thought. He's clearly not motivate? He they making quarter million dollars, he's making seventy. He's clearly not motivated by money. What do you think he wants to do with that money when he makes it? And he's shared about how he and his wife want to buy this house. It's got this, it's got that close to family. That's his motivation. So coach the the stay young sales leader on how to go to that gentleman and to his team to the same exercise that is rolled out here at the middle and and now the the light bulb went off and the dots were connected and in the subsequent I'd say twelve to fifteen months, the guy doubled sincom wow. So the framework is,...

...what's one goal you want to achieve before the end of the year? What are the key challenges? Are Obstacles that are going to keep you from achieving that? And then the third question is, who can you enlist or who can you ask for help to get you to remove those obstacles so that you can achieve that goal absolutely? And the one one thing semantics. Instead of what do you want to achieve, what are you committed to achieving? Oh, I love that. A lot of things I want to do, but there's a handful of things I'm committed to do and they become nonnegotiable to me. I love it. Keith remind US off folks want to get in touch with you. What's the best way? Eight letters on Linkedin Keith, last name Daw and you will be able to find a numerous ways to interact with me or reach out to me. Awesome. If folks on to reach out to me, you can email me, Sam at joined pavilioncom. Thanks again to our sponsors, outreaching pavilion, and with that we hope you have a great Friday. Key, thanks so much for being our guest on the show this week. Thank you, Sam.

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