The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 10 months ago

Friday Fundamentals 133: George Donovan

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Friday Fundamentals: George Donovan

Everybody, it's Sam Jacobs. Welcome back to the sales hacker podcast. Today we've got back on the show this week's guest. It's George Donovan, the Chief Revenue Officer to Lego, and George has been doing sales for a long time and he's going to talk about career pathing. The question we're going to ask George is really about how do you attract and build a career path for young sales professional? So it's a really important question and I'm sure if you're out there listening wondering how you're going to map out your career, it's going to be relevant to you. Now, before we get there, we want to thank our sponsors. We've got two sponsors for Friday fundamentals. The first is outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities in scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves visibility into what really drives results. PODCAST is also sponsored by pavilion, formally known as revenue collective. Pavilion is the key to getting more out of your career. Our...

...private membership connects you with a network of thousands of like minded peers across any function, including sales, marketing and customer success, providing resources where you can tap into leadership opportunities, Professional Development, Mentorship, coaching and other services made for high growth leaders like you. Unlock your professional potential with a pavilion membership. Gets started today at Joint PAVILIONCOM. Now, George, welcome back to the show. Thanks, SAM, good to be back. We're excited to have you. So our question that we're going to post to you is this. What's the best way to attract and build a career path for young sales professionals? Sure, number one, most young sales professionals are so interested in learning. Different from when I was a young sales people, learning was an event. Today it's a daily occurrence. So number one, we have a platform. Alego is a platform for sales people as a sales enablement learning platform. So right there, I feel like we have an advantage attracting sales,...

...young sales people, because they get what we sell, they they value what we sell and they can believe in what we sell. So we do hire some veterans, right, we have an enterprise sales team, when we hire some of the twenty twenty five year veterans and sales and software sales. But the great majority of our hires are young sales people, and I'm talking mostly in their S, maybe s. They either right out of university or they've had some other career year and they're venturing into sales for the first time. And what we like about that is that they are a blank slate relative to sales and we can build them up the way we want to build them and train them the way we want to train them. So when we're interviewing or even when we're advertising the job, we try to really magnify the message that if you come here you're going to be challenged, but if you can make it through the gauntlet you're going to come out of it with an MBA and sales and we make it almost like the the navy seals. Right, we're...

...going to get you in here, we're going to strip you down if you have any bad habits, we're going to strip you down to your bare bones and we're going to rebuild you from scratch. So right away we're calling out some people who maybe don't have the intestinal fortitude to go through something like that. And then the ones that do, those are the ones that we want, the ones who are willing to be open and to expose themselves and really learn and embrace new things and make mistakes and drive for change. And we put a ton of time, money energy into developing young people and we show them a career paths. And so we map out a four year journey for people in their first you know, when they first join or even during the interview process. Will show them this career path and they buy into it and they can't wait. You know, one year in, I could be able to do this two years and four years in, and they and they get excited about it and it gives them goals, a four year goal, but then also these micro goals within that four year period to develop not only their...

...skills but increase their responsibilities and increase increase their income. Amazing. So correct me if I'm wrong with just trying to sort of, you know, play it back for you. First, focus on learning and making sure that, whatever the opportunities are that you're offering people, that there's an opportunity to learn and develop. Second, maybe create some kind of curriculum or some kind of journey that challenges people so that you can suss out the people that have the right level of fortitude to make it through, to run the gauntlet, so to speak, and emerge on the other side as a champion. And then, third, you know, make sure that you're providing context and direction so that you can map out a journey. They understand where they're going, they have a goal in mind. It happens over four years, hopefully improving retention and and just gives them a sense of fulfillment and progress as they work their way through your organization. Does that sound about right? Your gifted listener say, I'm you got it. You know that's that. That's exactly right. And and it's a lot of organizations who hire young sales people say yeah,...

...will force, we're going to want to promote you within a given amount of time, but they can't show them a plan right. So we really try to show these people what they're going to get, what the gates are that they have to go through and make sure that they're ready for that challenge. And the again, the ones who sign up. That's a good sign right from the beginning. Is it tells me that they're willing to push themselves and come out of their comfort zones. Makes a lot of sense. George, it's been great having you as a guest on the salesaccer podcast this week. I folks want to reach out to you. Remind us what's the best way to get in touch with you? Sure? Linkedin is great, or GE Donovan at a legocom fantastic. And a folks want to reach out to me, you can. It's linkedincom forward, slash the word in for Sam f Jacobs, or you can email me, Sam at joint PAVILIONCOM. Thanks again to our sponsors. Outreach tripling the productivity of sales teams everywhere, and pavilion the key to getting more out of your career. Unlock your professional potential with a pavilion membership. Gets started today at Joint PAVILIONCOM. George, thanks again...

...for being our guest on the show this week. By pleasure. Sam, thank you so much.

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