The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 5 months ago

Friday Fundamentals 137: Keith Daw

ABOUT THIS EPISODE

Friday Fundamentals 137: Keith Daw 

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

...you with a network of thousands oflike 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 yourprofessional potential with a pavilion membership gets started today at join pavilioncom Keith, welcomeback to the show. Thanks for having me. So for Friday fundamentals weask 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 personalgrowth? Very good, very good. Of all the things I could say, I'd say probably determining what your true personal motivation is. Everybody gets intosales or gets into leadership because there's certain fundamental boxes they need to check orthey have certain perceptions of Oo and on what it's going to be, andsometimes they go in the right path and sometimes they're in the wrong role forthe wrong reasons. And so, whether you are an individual that's listening orwhether you're maybe a leader that's looking to help your team, start with theend 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 theirlife based upon what's left after they pay the bills. And so encouraging peopleto flip it and ask yourself or your team the following question. What isone personal goal you are absolutely committed to achieving between now and the end ofthe 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 blockthat 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 doand it makes them go wow. And I've had clients that has been lookingto 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 ona vacation, go back to school. I mean there's any number of differentthings and others have said I'd like to retire in maybe three years instead often years. Either way, there may be a financial commitment or involvement there. So then go back, share it with someone and then build your planto make certain that what you're doing, it was, your behaviors and youractivities are aligned to achieve it. So, if you're a salesperson that has tomake four hundred cold calls in a week, is it because? Idon't know, my sales leader said I need to make four hundred calls orit's going to suck, no matter what I mean. Oh, knows afew 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 phoneyou know that you're getting one step closer to that goal that hopefully you havepictured on your phone or, you know, next to your computer, there's thatpersonal motivation 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 and maybe for in a callof answered and so whatever that activity is, if it's a leader that has tohave those tough conversations and some one on one's with some people on theirteam or within their department, nobody really likes to do that. But ifyou recognize I need to have these tough conversations in the right way, andevery 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 buythe 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 thatthing that I dread. And I think just our own personal self awareness, as well as potentially mindfulness of others. When you get a team, andI've seen countless ones, when you get teams that understand that, individuallyas well as collectively, they end up...

...certain help each other out a lotmore and and helping to achieve the goals quickly. Anecdote, if I may. had a sales leader to work with for a couple of years. Wasthe producer that he was managing the team and he says, I'm stuck becausethis this guy, he's got so much potential. He's making like seventy granda year and he's just not you know. And so what is he motivated by? Money? No, thought. He's clearly not motivate? He theymaking 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 makesit? And he's shared about how he and his wife want to buy thishouse. It's got this, it's got that close to family. That's hismotivation. So coach the the stay young sales leader on how to go tothat gentleman and to his team to the same exercise that is rolled out hereat the middle and and now the the light bulb went off and the dotswere connected and in the subsequent I'd say twelve to fifteen months, the guydoubled sincom wow. So the framework is,...

...what's one goal you want to achievebefore the end of the year? What are the key challenges? AreObstacles that are going to keep you from achieving that? And then the thirdquestion is, who can you enlist or who can you ask for help toget 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. Alot 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 off folks want to get in touch with you. What's the bestway? Eight letters on Linkedin Keith, last name Daw and you will beable 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 emailme, Sam at joined pavilioncom. Thanks again to our sponsors, outreaching pavilion, and with that we hope you have a great Friday. Key, thanksso much for being our guest on the show this week. Thank you,Sam.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (355)