The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 6 months ago

Friday Fundamentals 132: Mike Feldman


Friday Fundamentals 132: Mike Feldman

Everybody. Happy Friday. Welcome toFriday fundamentals. Today we've got this week's guest back on the show, MikeFeldman. As you know, he's the president of the America's operations and globaldocument services for Zerox Corporation and he's an incredible executive. He's going to talkto us today about what are the key skills and lessons you need to effectivelyrun a team. Now, before we get there, of course, wewant to thank our sponsors and we've got a new sponsor today, so we'vegot 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 andmeasurable 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 reallydrives results. Additionally, the PODCAST is sponsored by revenue collective. Revenue Collectiveis the key to getting more out of your career. Our private membership connectsyou with a network of thousands of like minded peers and resources where you cantap into leadership opportunities, professional development,...

...mentorship and other services made for highgrowth leaders like you. Unlock your professional potential with a revenue collective membership getsstarted today at Revenue Collectivecom. Now, Mike, Welcome back to the show. Know great to be here. Same we're excited to have you, soare. The question we put to you today on Friday fundamentals is, whatis your top lesson that you want to win part for effectively bleeding and managinga high performing team? Wow, it's a great question. Look, Ithink 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 knowif you I always say, if you want to win ball games, you'vegot to get the right players on the field. So picking the right peopleon 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 haveas a leader, and people will don't want to have to guess where theystand with you. They don't want to have to guess what other priorities theywant 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 thateveryone's in the boat and everyone's rowing in the same direction and we're going aftera certain goal and you know where are we in making that goal? Keepingeveryone, you know, on that same page, I think is so important. In the final thing I would say here is team tames. They arealways looking at their leader and they're always making judgments in their head about theleader. Is this leader someone that's going to roll up their sleeves and getin there with me, or are they asking me to do things that theywould never do? You know, are they passionate about what it is we'retrying to accomplish here or what it is we're trying to sell, or arewe just going through the motions? People can sense this, people can feelit, and so as a leader, you've got to make sure that youknow you're there for the right reasons,...'re there for your people, you'rethere for the whatever the greater cause is, and that you're leading in a waythat people know where they stand and know where we are on achieving thegoal. I love it. When you talk about communication. I think alot 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 thatyou organize the meeting schedule and the calendar and the cadence so that you cancommunicate effectively to the team? Do you have any ideas there, because sometimespeople say, you sure, I you know, I communicate. I sentthem an email last month. Isn't that communication? So what's your thought onthe frequency of communication and how to structure the calendar so that you can getthe 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 especiallyif you're leading some change management and you're heading in a new direction. Youcan't like communicate once through an email as... example, or even a livephone call, and then not come back to it. So one of thethings I've really found impressive about CEOS and watching and studying them is, ifyou notice, they talk about the same thing over and over again to lotsof 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 isour strategy and we're going to constantly talk about this strategy and I think that'sreally important. I also like structure. So you know, with my teamas 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 anhour, and then we have a monthly old days kind of staff meeting andeverybody knows. We know that every Thursday we're getting together at this time andwe know once a month we're going to spend the day together and roughly youknow the kinds of things we're going to talk about. We know. Andthen quarterly, with my entire organization,...

...we're going to do in all fanswebcast every quarter. People can rely on it. People know that it's comingand 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 instantmessenger and sells force and all kinds of things as well like that, butI think these are the most important ways, these regularly scheduled calls and web castthat we do, plus a good email cadence. Mike, it's beenamazing having you on the show this week. Remind US if folks want to getin 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'seasy 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 tome, 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 onthe show this week. We'll talk to you. We'll talk to everybody elsenext time. Take care of Sam.

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