The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 10 months ago

Friday Fundamentals 132: Mike Feldman

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Friday Fundamentals 132: Mike Feldman

Everybody. Happy Friday. Welcome to Friday fundamentals. Today we've got this week's guest back on the show, Mike Feldman. As you know, he's the president of the America's operations and global document services for Zerox Corporation and he's an incredible executive. He's going to talk to us today about what are the key skills and lessons you need to effectively run a team. Now, before we get there, of course, we want to thank our sponsors and we've got a new sponsor today, so we've got two sponsors for Friday fundamentals. Friday fundamentals is brought to you by outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves as ability into what really drives results. Additionally, the PODCAST is sponsored by revenue collective. Revenue Collective 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 revenue collective membership gets started today at Revenue Collectivecom. Now, Mike, Welcome back to the show. Know great to be here. Same we're excited to have you, so are. The question we put to you today on Friday fundamentals is, what is your top lesson that you want to win part for effectively bleeding and managing a high performing team? Wow, it's a great question. Look, I think first of all, to the extent you have to assemble the team, that's really an important part of leading a great team. You've got you know if you I always say, if you want to win ball games, you've got to get the right players on the field. So picking the right people on your team is probably important. But then, as you're leading them, I think transparency and communication are probably two really big attributes you need to have as a leader, and people will don't want to have to guess where they stand with you. They don't want to have to guess what other priorities they want to know and they want feedback,...

...regular feedback, and I always say, communication is maybe one of the biggest things when it comes to leadership. Communicating and inspiring and making sure that people know where we're heading, so that everyone's in the boat and everyone's rowing in the same direction and we're going after a certain goal and you know where are we in making that goal? Keeping everyone, you know, on that same page, I think is so important. In the final thing I would say here is team tames. They are always looking at their leader and they're always making judgments in their head about the leader. Is this leader someone that's going to roll up their sleeves and get in there with me, or are they asking me to do things that they would never do? You know, are they passionate about what it is we're trying to accomplish here or what it is we're trying to sell, or are we just going through the motions? People can sense this, people can feel it, and so as a leader, you've got to make sure that you know you're there for the right reasons,...

...you're there for your people, you're there for the whatever the greater cause is, and that you're leading in a way that people know where they stand and know where we are on achieving the goal. I love it. When you talk about communication. I think a lot of people mentioned communication as an important skill for leadership and team management. Do you have a perspective or a framework for the different mechanisms and ways that you organize the meeting schedule and the calendar and the cadence so that you can communicate effectively to the team? Do you have any ideas there, because sometimes people say, you sure, I you know, I communicate. I sent them an email last month. Isn't that communication? So what's your thought on the frequency of communication and how to structure the calendar so that you can get the message out when you need to? Yeah, so I think. Look, I think it really depends a little bit about what it is you're communicating, but people need to hear things in a repetitive way sometimes, and especially if you're leading some change management and you're heading in a new direction. You can't like communicate once through an email as...

...an example, or even a live phone call, and then not come back to it. So one of the things I've really found impressive about CEOS and watching and studying them is, if you notice, they talk about the same thing over and over again to lots of different audiences, and I think they do it on purpose. You know, it's like, we're not changing our strategy every five minutes. This is our strategy and we're going to constantly talk about this strategy and I think that's really important. I also like structure. So you know, with my team as an example, you know my immediate leadership team that reports directly to me. We have a weekly check in call on Thursdays that we do for an hour, and then we have a monthly old days kind of staff meeting and everybody knows. We know that every Thursday we're getting together at this time and we know once a month we're going to spend the day together and roughly you know the kinds of things we're going to talk about. We know. And then quarterly, with my entire organization,...

...we're going to do in all fans webcast every quarter. People can rely on it. People know that it's coming and they know what we're going to highlight and what we're going to talk about. It's going to be a continuation of the last time that we got together. We're not going to constantly pivot and Change Direction. So all of that, plus email. We do a whole bunch of things on kind of instant messenger and sells force and all kinds of things as well like that, but I think these are the most important ways, these regularly scheduled calls and web cast that we do, plus a good email cadence. Mike, it's been amazing having you on the show this week. Remind US if folks want to get in touch with you, it's the best way to get in touch. Yeah, you can find me on Linkedin Mike Beldman with Zerox, so it's easy to find me there. I'm also Mike Doc Belman, is zeroxcom. Awesome. Thanks for being on the show. If folks want to reach out to me, you can linkedincom. Forward the word in for Sam f Jacobs. Thanks again to outreach, the leading sales engagement platform and revenue collective, the leading private membership. Unlock your professional...

...potential with the REVNE clllected membership. Now get started. Revne Collectivecom Mike, Thanks again for being our guest on the show this week. We'll talk to you. We'll talk to everybody else next time. Take care of Sam.

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