The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 months ago

Friday Fundamentals 137: Keith Daw

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Friday Fundamentals 137: Keith Daw 

Everybody, Sam Jacobs, welcome to thesale hacker podcast and to Friday fundamentals. You know Fridayfundamentals, it's that short five to ten minute format, where we bring youactionable insights to help make a difference in what you do today. We'vegot this week's guest Keith Daw back on the show, he's the vice president ofgetting stuff done at McDonald, consulting group which is a license ofsailor training and we're going to be talking about a key step, a crucialstep towards helping you accelerate your professional development andprofessional advancement. So before we get there, we want to think oursponsors. We have two sponsors for Friday fundamentals. The first es outreach outreach, triples the productivity of sales teams andempowers them to drive predictable and measurable revenue growth byprioritizing the right activities in scaling. CUSTER engagement withintelligent automation, outrage makes customer facing teams more effectiveand improves visibility into it really drives results. The other podcastsponsor we have for Friday. Fundamentals is pavilion formallyrevenue corrective bazillion is the key to getting more out of your career. Ourprivate membership connects you with...

...the network of thousands of like mindedpeers and resources where you can tap into leadership opportunities,professional development, mentorship and other services made for high growthleaders, like you, unlock your professional potential, with thepavilion membership get started to day at Join Pavilion Com. Keith. Welcomeback to the show thank for having me so for Friday fundaments. We ask onequestion: here's the question we're going to put to you today. What is yourtop recommendation to help people accelerate their professionaldevelopment and personal growth? Very good, very good of all the things Icould say I'd say probably determining what your true personal motivation is.Everybody gets into sales or gets in a leadership because there's certainunamenable boxes they need to check, or they have certain perceptions of WHOand on what it's going to be, and sometimes they go in the right path andsometimes they're in the wrong world for the wrong reasons, and so whetheryou are an individual, that's listening or whether you're, maybe a leader ofthat's, looking to help your team start...

...with the end in mind too many people ina sales role, or even perhaps leadership they do whatever it is. Theyneed to do every day. Every week, every month they get paid what they get, andthen they live their life based upon what's left after they pay the billsand so encouraging people to flip it and ask yourself or your team thefollowing question: What is one personal goal you are absolutelycommitted to achieving between now and the end of the year. Many people haven't actually thoughtabout that with that kind of commitment. Secondly, what is one item, a roadblock or potential world block that could keep you from achieving that thethird question and then who, personally or professionally, might be able toassist you with that rod block just going through that exercise, something that most people don't pauselong enough to do and it makes them go well and I've had clients that has beenlooking to be get a down payment on a...

...home looking to get a new car. Finally,take it out of the House and take my kids and family on a vacation go backto school. I mean there's any number of different things and others have saidI'd like to retire in maybe three years instead of ten years either way theremay be a financial commitment or involvement there. So then go backshare it with someone and then build your plan to make certain that whatyou're doing it, your behaviors and your activities are aligned to achieveit. So if you're a sales person that has to make four hundred co calls in aweek, is it because I don't know my sales waiter said I need to make fourhundred cold calls or it's going to suck? No matter what I mean, I know afew people that say they love making cool, calls not sure about that. But atthe same time, if every single time you pick up that phone, you know thatyou're getting one step closer to that goal, that, hopefully you have picturedon your phone or your next to your computer. There's that personalmotivation to not only make the calls...

...that are required, but make certainthat you're prepared to do it and execute them at the highest level, asopposed to just kind of pencil, whipping like well, I may for in tocall nobody answered, and so whatever that activity is, if it's a leader thathas to have those tough conversations and so one on ones with some people ontheir team or within their department. Nobody really likes to do that. But ifyou recognize, I need to have these tough conversations in the right wayand every time I do it, my team can improve and if my team improves, we allcan hit our respective goals it just drives, because now we buy the actionwe have were motivated to do even if it's uncomfortable, as opposed to it's Monday at ten o'clock, which meansI need to do that thing that I dread and I think, just our own personal selfawareness, as well as potentially mindfulness of others. When you get ateam and I've seen countless ones when you get teams that understand thatindividually as well as collectively,...

...they end starting to help each otherout a lot more and and hoping to achieve the goals quickly. An I got Iif I may had a sales leader o work with for a couple years was the producerthat he was vanishing, the team- and he says I'm stuck because this this guyhe's got so much potential he's making like seventy grand a year and he's justnot you know, and so what is he motivated by money? No, he thought he'sclearly not motivated been making quarter million dollars he's making.Seventy he's clearly not motivated by money. What do you think he wants to dowith that money when he makes it and he shared about how he and his wife wantto buy this house? It's I got this. It's got back close to family, that'shis motivation, so coach, the the young sales leader on how to go to thatgentleman and to his team to do the same exercise that is rolled out herein the middle and and now the life all went off and the dots were connectedand in the subsequent I'd say, twelve to fifteen months, the guid doubleSinco Wow. So the framework is what's...

...one goal you want to achieve before theend of the year. What are the key challenges or obstacles that are goingto keep you from achieving that and then the third question is: Who can youenlist or who? Can you ask for help to get you to remove those adspice so thatyou can achieve that call 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'mcommitted to do and they become nonnegotiable to me. I love it. Keithremind US if folks want to get in touch with you, it's the best way. Eightletters on Linkedin, Keith last name Daw and you will be able to find anumerous ways to interact with me or rechate awesome. If, folks on reach outto me, you can email me Samon, joint pavilion com, thanks again to oursponsors, outreach in pavilion and with that we hope you have a great Fridaykey thanks, so much for being our guest on the show this week. Thank you, SOM O.

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