The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 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 mikefeldon. As you know, he's the president of the americas operations and globaldocument services for xerox corporation and he's an incredible executive he'sgoing to talk to us today about what are the key skills and lessons you needto effectively run a team now before we get there. Of course, we want to thinkour sponsors and we've got a new sponsor today. So we've got twosponsors for friday fundamentals. Friday fundamentals is brought you byout reach out rich triples the productivity of sales teams andempowers them to drive predictable and measurable revenue growth byprioritizing the right activities and scaling. Customer engagement withintelligent automation out reach makes customer facing teams more effectiveand improves, as ability to it really drives results. Additionally, thepodcast is sponsored by revenue. Collective revenue elective is the keyto getting more out of your career. Our private membership connects you withthe network of thousands of like minded peers and resources where you can tapinto leadership opportunities, professional development, mentorshipand other services made for high growth leaders, like you, unlock yourprofessional potential with a revenue. Collective membership get started todayat revenue collective now, mike welcome back to the show great to be your 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 impart for effectivelybleeding and managing a high performing team wow? It's a great question. Look ithink. First of all to the ascent you have to assemble the team. That'sreally an important part of leaving a great team. You've got a you know. Ifyou always say: if you want to win ball games, you've got to get the rightplayers on the field, so picking the right. People on your team is probablyimportant, but then, as you're leading them. I think transparency andcommunication are probably to really big attributes. You need to have as aleader and people don't want to have to guess. Where they stand with you, theydon't want to have to guess what other...

...priorities they want to know and theywant feedback. Regular feedback- and i always say communication is maybe oneof the biggest things when it comes to leadership, communicating and inspiringand making sure that people know where we're a headache so that everyone's inthe boat and everyone's rowing in the same direction and we're going after acertain goal- and you know where are we in making that goal keeping everyoneyou know on that same page, i think, is so important, and the final thing iwould say here is teams they're, always looking at their leader and they're,always making judgments in their head about the leader. Is this leadersomeone that's going to roll up their sleeves and get in there with me, orare they asking me to do things that they would never do you know? Are theypassionate about what it is we're trying to accomplish your? What it iswe're trying to sell, or are we just going through the motions people cansense this people can feel it, and so, as a leader, you got to make sure thatyou 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'releading in a way that people know where they stand and nowhere we are onachieve in the goal. I love it. When you talk about communication, i think alot of people mentioned communication as an important skill for leadershipand team management. Do you have a perspective or a framework for thedifferent mechanisms and ways that you organize the meeting schedule and thecalendar and the cadence so that you can communicate effectively to the team?Do you have any ideas there, because sometimes people say you sure you knowi 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 structurethe calendar so that you can get the message out when you need to yeah? So ithink look. I think it really depends a little bit about what it is you'recommunicating, but people need to hear things in a repetitive way, sometimes,especially if you're leading some change management and you're heading ina new direction. You can't like...

...communicate once through an email as anexample or even a live phone call and then not come back to it. So one of thethings i 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 ofdifferent audiences, and i think they do it on purpose. You know it's likewhat we're not changing. Our strategy are five minutes. This is our strategyand we're going to constantly talk about this strategy and i think that'sreally important and also like structure. So you know with my team asan example, you know my immediate leadership team that reports directlyto me. We have a weekly check in call on thursday, so we do for an hour andthen we have a month wave all day, kind of staff meeting and everybody votes.We know that every thursday we're getting together at this time- and weknow once a month we're going to spend the day together and roughly you knowthe kinds of things we're going to talk about. We know and then quarterly withmy entire organization, we're going to do in all hands webcast every quarter.People can rely on it. People know that it's coming and they know what we'regoing to eline and what we're going to want to talk about. It's going to be acontinuation of the last time that we got together, we're not going toconstantly pit it and change direction. So all of that plus email. We do awhole bunch of things on kind of instant messenger and sell force andall kinds of things as well like that. But i think these are the mostimportant ways these regularly scheduled calls and wet cast that we doplus a good email cadence mike. It's been amazing having you on the showthis week remind us if folks want to get in touch with you. What's the bestway to get in touch yeah, you can find you on lindon mike belman with zero. Soit's easy to find me there. I'm also mike do felan and zeroconf awesomethanks for being on the show, if folks want to reach out to me ken linkedinford lash, the word in for slash sam f jacobs, thanks again to outreach theleading sales engagement platform and revenue collective, the leading privatemembership unlock your professional...

...potential with the revenait membershipnow get started, revolto 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 careof sam. I.

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