John McMahon and John Kaplan welcome Mike Hayes in this latest episode of Revenue Builders. In this conversation, Mike shares some of the lessons he learned as a Navy SEAL and how they have helped him in his current role as the Chief Operating Officer at VMware. He conveys the importance of collective accountability, humility, and purpose in leading any successful team. Mike’s book about his SEAL experiences, “Never Enough”, donates proceeds to his charity the 1162 Foundation, which helps families of fallen special operations heroes.

Additional Resources:

• Read “Never Enough: A Navy SEAL Commander on Living a Life of Excellence, Agility, and Meaning” by Mike Hayes: https://www.amazon.com/Never-Enough-Commander-Excellence-Agility/dp/1250753376
• Support the 1162 Foundation: https://joingenerous.com/1162-foundation-inc-mrnn2my
• Visit VMware Website: https://www.vmware.com
• Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-hayes-733688/
• Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast

HIGHLIGHTS

• Mike Hayes: A Navy Seal Commander on the Life of Living a Life of Excellence, Agility, and Meaning
• Our Best is a Moving Target
• Lessons Learned from High-Performing Individuals and Organizations
• Taking the Path of Most Resistance
• Leadership in the Business World: Subordination, Decisions, and Confidence
• How to Be More Productive by Working Less
• Leadership in the Face of Adversity
• Making Decisions and Surrounding Yourself with Diverse Inputs
• The Importance of Confidence and Humility
• The Importance of Hiring Intrinsically Motivated Employees
• The Power of Focusing on What You Can Control
• The Importance of Capability in Leadership
• Leadership in the Face of Change

QUOTES

Mike - You already have the skill set to repeat your success: "What's really interesting is sure you can diagnose the winds and say what do we need to keep repeating, but by and large, you already have the skills that you need in order to keep repeating closing deals."

Mike - Diagnose your losses and learn from there: "What you want to do is think well, look at the deals that you lost in to diagnose the loss and say, What did I learn? And that feedback and that incorporation in a very open way, and having no ego and saying I could have done something better? What was it? That to me is the biggest ingredient."

Mike defines the true first decision: "The point that what I would say is the first decision in decision making is not the decision. The first decision in decision-making is when you need to make your decision."

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

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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