The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 6 months ago

Friday Fundamentals 133: George Donovan

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Friday Fundamentals: George Donovan

Everybody, it's Sam Jacobs. Welcomeback to the sales hacker podcast. Today we've got back on the show thisweek's guest. It's George Donovan, the Chief Revenue Officer to Lego, andGeorge has been doing sales for a long time and he's going to talk aboutcareer pathing. The question we're going to ask George is really about how doyou attract and build a career path for young sales professional? So it's areally important question and I'm sure if you're out there listening wondering how you're goingto 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 gottwo sponsors for Friday fundamentals. The first is outreach. Outreach triples the productivityof sales teams and empowers them to drive predictable and measurable revenue growth by prioritizingthe right activities in scaling customer engagement with intelligent automation. Outreach makes customer facingteams more effective and improves visibility into what really drives results. PODCAST is alsosponsored by pavilion, formally known as revenue collective. Pavilion is the key togetting more out of your career. Our...

...private membership connects you with a networkof thousands of like minded peers across any function, including sales, marketing andcustomer 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 thatwe're going to post to you is this. What's the best way to attract andbuild a career path for young sales professionals? Sure, number one,most young sales professionals are so interested in learning. Different from when I wasa young sales people, learning was an event. Today it's a daily occurrence. So number one, we have a platform. Alego is a platform forsales people as a sales enablement learning platform. So right there, I feel likewe have an advantage attracting sales,...

...young sales people, because they getwhat we sell, they they value what we sell and they can believe inwhat we sell. So we do hire some veterans, right, we havean enterprise sales team, when we hire some of the twenty twenty five yearveterans and sales and software sales. But the great majority of our hires areyoung 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'reventuring into sales for the first time. And what we like about that isthat they are a blank slate relative to sales and we can build them upthe way we want to build them and train them the way we want totrain 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 tobe challenged, but if you can make it through the gauntlet you're going tocome out of it with an MBA and sales and we make it almost likethe 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 goingto strip you down to your bare bones and we're going to rebuild you fromscratch. So right away we're calling out some people who maybe don't have theintestinal 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 beopen and to expose themselves and really learn and embrace new things and makemistakes and drive for change. And we put a ton of time, moneyenergy into developing young people and we show them a career paths. And sowe 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 thiscareer 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 fouryears in, and they and they get excited about it and it gives themgoals, a four year goal, but then also these micro goals within thatfour year period to develop not only their...

...skills but increase their responsibilities and increaseincrease their income. Amazing. So correct me if I'm wrong with just tryingto sort of, you know, play it back for you. First,focus on learning and making sure that, whatever the opportunities are that you're offeringpeople, that there's an opportunity to learn and develop. Second, maybe createsome kind of curriculum or some kind of journey that challenges people so that youcan suss out the people that have the right level of fortitude to make itthrough, to run the gauntlet, so to speak, and emerge on theother side as a champion. And then, third, you know, make surethat 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. Ithappens over four years, hopefully improving retention and and just gives them a senseof fulfillment and progress as they work their way through your organization. Does thatsound about right? Your gifted listener say, I'm you got it. You knowthat's that. That's exactly right. And and it's a lot of organizationswho hire young sales people say yeah,...

...will force, we're going to wantto promote you within a given amount of time, but they can't show thema plan right. So we really try to show these people what they're goingto get, what the gates are that they have to go through and makesure that they're ready for that challenge. And the again, the ones whosign up. That's a good sign right from the beginning. Is it tellsme 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 aguest on the salesaccer podcast this week. I folks want to reach out toyou. Remind us what's the best way to get in touch with you?Sure? Linkedin is great, or GE Donovan at a legocom fantastic. Anda 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 theproductivity of sales teams everywhere, and pavilion the key to getting more out ofyour career. Unlock your professional potential with a pavilion membership. Gets started todayat Joint PAVILIONCOM. George, thanks again...

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

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