Today’s guest is a sales leader with an incredible track record with high-growth SaaS companies including Splunk, Databricks, Datadog, and many more. Doug May is the Senior Vice President of Productivity at Harness. Doug joins Host Matt Benelli to share why the best sellers quarterback their team to win deals, how to plan your career at every stage, and where to look for your personal and professional development.

Takeaways:

• Solo achievement in sales is a fallacy. By leveraging team capabilities and resources for overarching victories, great sellers close larger deals at a more rapid pace than if they tried to do everything themselves.
• ​​Strive to create an environment where asking for help and collaboration is normal and rewarded, dismantling the myth that individual effort alone leads to extra rewards.
• Coachability is the most pivotal trait to look for when hiring sales professionals. Seek out and nurture this quality. Look for examples of coachability from candidates that transcend industries and can significantly boost performance.
• Continuous learning and personal growth are cornerstones for sustaining success in the evolving tech landscape. Sales leaders should encourage and advocate for their team's development. Sellers should also look for ways to improve themselves independently.
• Timely, constructive feedback is a growth catalyst. Effective feedback, rooted in genuine care and specific examples, is potent in accelerating growth and improvement.
• Foster a culture of recognition. Recognizing and appreciating the entire team's contribution to success is a crucial leadership behavior to inspire loyalty and foster an environment of mutual respect and achievement.
• Encouraging self-assessment and openness to feedback among team members can cultivate a culture of continuous improvement and adaptability.

Quote of the Show:

• “You don't get paid extra to do it all by yourself” - Doug May

Links:

• LinkedIn: https://www.linkedin.com/in/dougmay/ 
• Website: https://www.harness.io/ 

Shoutouts: 

• Gary Harris: https://www.linkedin.com/in/databricksgary/ 
• Tom Pisello: https://www.linkedin.com/in/tompisello/ 
• Value Coffee Talk: https://geniusdrive.com/podcasts/ 
• Sean Walters: https://www.linkedin.com/in/sean-walters-6825154/ 
• Carlos Delatorre: https://www.linkedin.com/in/cadelatorre/ 
• Chris Reisig: https://www.linkedin.com/in/chrisreisig/ 
• Bart Fanelli: https://www.linkedin.com/in/bartfanelli/ 
• Bill Carroll: https://www.linkedin.com/in/ceocoachbillc/ 

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU 
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 
• YouTube: https://www.youtube.com/@Coach2Scale 

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io