Communication is a critical element of any team. Today, our guest Kevin Haverty, Vice Chairman of the Global Public Sector at ServiceNow, talks about the importance of consistent and approachable communication as a sales leader. Drawing on over 15 years of sales leadership experience and his background as a veteran, Kevin shares insight on communication styles that he’s seen drive success across his career. His conversation with John McMahon touches on recruiting, leading by example, and increasing value for customers. Tune in for lessons on building a stronger and more collaborative team on this episode of Revenue Builders.

Here are some key sections to check out:

07:25 Developing executive presence

23:50 How do you stay in touch with your reps?

36:35 The power of being a good listener

45:20 Recruiting and hiring a great salesperson

49:50 Managing teams with effective communication as a leader

55:55 Help your customers gain value

Additional Resources:

• Connect with Kevin Haverty on LinkedIn: https://www.linkedin.com/in/kevin-haverty-0a74091/
• Leading Sales Teams Through a Challenging Economy https://forc.mx/3JpLFJY
• Five Characteristics that Build Successful Leaders https://forc.mx/42U1y1Q

QUOTES

Recruiting as a leadership must-have: “Recruiting, it’s probably your most important sale. Look at your biggest deal. Hiring a great salesperson, if you’re a manager, is way more important than your biggest deal. Because that person is going to affect dozens of deals, and if they don’t make it, that’s probably going to set you back for a year… So that’s when you should really be turning on your charm; that’s when you should really be selling – is landing that great prospect.”

Advice for young leaders on handling rejection in a tough economy: “Don’t retract and lick your wounds because it’s tough. You gotta stay in the game and just persist. Tough times are made for tough people, and they are the ones who are going to come out the other side – and be better for it. We’ve been through these cycles, and every time we hit these tough times, people get shedded and some leave the industry. But the ones who have great careers are the ones that persist and find a way to grind through it.”

If you're confused, there are probably others who are confused too: "Confused people don't buy. If you have a customer and your product pitch is confusing them, you're not getting the deal. And so we all have a lot coming at us, so we've got to keep it simple. We've got to just have the language be crisp and communicate to be understood, don't communicate to sound sophisticated or to use all the buzzwords."

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

HOST: John McMahon 

GUEST: Kevin Haverty

Revenue Builders Podcast

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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