One of the greatest challenges we have observed is – How to lead people and consistently deliver in the high-pressure environment of technology enterprise sales.

One of the most accomplished leaders we have seen, first-hand, is Paul Evans.

Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture.

He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being.

A declaration Paul is a client and we have worked together multiple times.

Thank you, Paul, for taking time out:

1. How important is creating psychological safety within your team to delivering high performance?

• Paul stated that he believes creating psychological safety is profoundly important, to deliver high perforamnce.

• He believes that at its heart Enterprise sales is solving complex problems, we need to be in the place where the highest brain functioning is occurring.

• Being creative, innovative, thoughtful, and empathetic to customer needs and relationship is vital.

• As humans we are animals and from a biochemical perspective, the more dominant dopamine, oxytocin, and serotonin rather than cortisol – (the stress hormone), the greater the likelihood of problem solving and high performance.

• Safety is vital to performance and whilst not easy to achieve in the context of enterprise sales with targets to hit.

• Paul sees it as his responsibility to set the tone each day for his team.

2. How do you shift your team’s mindset, so they view large deals as a possibility, then a reality?

• This occurs at the intersection between vision of possibilities and successful strategy and execution.

• Vision and clarity of what is the contestable market share for this account for this market?

• What would this deal/account look like at its largest?

• Then the hard yards – Paul proactively coaching his team through these stages...

Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.

If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at [email protected]