Selling Saas

This episode of the Selling Saas podcast discussed the importance of taking time to review and measure data to ensure that the output produced is strategically aligned and has an impact.

This requires slowing down and blocking off time to look for correlations between data points and then measure the results of the output produced. This is the challenge of constant output versus targeted, strategically aligned output.

This can help to ensure that the output is effective and has the desired impact.

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Scott Stouffer, the founder of Scale Matters, joined the Selling SaaS Podcast to discuss the importance of agility in business leadership. He believes that leaders need to be able to assess and adjust quickly to changing circumstances rather than getting stuck in a rut. He also discussed the importance of being able to communicate difficult decisions and the ability to recognize when a decision is wrong.

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The conversation focuses on the importance of managing expectations in coaching. Mark explains that it should be a positive experience, as professional athletes are used to having fun while training, and that it is important to read the room, as not everyone may be in the right mental state for coaching.

He then explains that they try to have a friendly relationship with their team so that they can talk about their personal lives as needed.

He goes on to say that because everyone has an inner critic, it's important to recognize when someone needs encouragement or a nudge in the right direction and to ask the right questions to help the individual come to the right conclusions on their own.

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Scott Stouffer also discusses the disconnect between the mindset of growth at all costs and the reality of how long it takes for results to show.

He attributes this disconnect to the revolving door of heads of sales and marketing, who are expected to make their numbers every month and cannot take the longer-term view that a CEO or CFO might.

He encourages leaders to take the time to understand the controlled environment and to iterate on changes one at a time in order to achieve the desired results.

Highlights

Duane: If they hear 10%, they're like, well, I'm looking for 30 month over month growth in like, four months. I'm like, what movie did you watch that said, that's possible even in high growth, primetime 2020 or 2019, even that would have been a pipe dream. And so it's like hearing because I like those numbers, and I think like six to nine months is when you would start getting meaningful data to be able to take action on.

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Sales managers need to give their reps more positive feedback to help them do well and boost their confidence. This is especially important for new reps who may be feeling anxious, and it can help them sleep better and work better with their managers.

Recognizing behavior, processes, and skills is very important. It was pointed out that recognition should include these three elements rather than just the result. It was also discussed that when rewarding behavior, it should be done in balance with rewarding results. Additionally, it was highlighted that as leaders, it is important to recognize that everyone is different and that trying to lead and work with others the same way that you would like to be led and worked with is not always realistic.

Finally, the importance of the phrases I am not you" and "You are not me was emphasized, as they can help shape how leaders approach their teams and work.

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Benedikt Parstorfer discussed two epiphanies in their career. The first was to approach customers with a focus on their challenges and current processes, rather than pushing the features and benefits of the product. The second was to have realistic expectations of what could be accomplished independently versus the input that would be needed from multiple stakeholders.

They also discussed how enabling professionals have the opportunity to bridge the gap between different departments and help break down silos.

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The environment created by sales leaders often puts an emphasis on showing competency rather than practicing and growing skills. This can make reps nervous and can lead to them performing worse than they would in a real customer situation. 

Roleplay often takes the form of a live group setting or a training module which can be recorded to be assessed. This is not practice, and is more like a test. Traditional practice in other disciplines zooms in on particular motions and gives immediate feedback on how to do it differently.

As Jonathan Mahan explained, role-playing is an effective way to build skills, but it is often used incorrectly in sales. To make role-playing worthwhile, the focus should be on small, specific areas.

As he has given this example, when practicing discovery, the rules of the game are different when role-playing versus when engaging with a real customer. To make role-playing effective, reps should focus on a specific area and focus on immediate feedback and repetition. This type of practice, referred to as deliberate practice, helps build competency from one repetition to the next.

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It’s great when we have team members transfer departments and learn a new skill, but often times we dont take the time to teach them whats needed to be successful in this role. It’s a particular problem when we look at data and the insights we glean from data. If you’re coming from a data science role in product and engineering, and going into Revops, you MUST take the time to learn what “good data” looks like. Its really easy to exclude missing data points if you dont know what to look for, which could lead to poor decision making by the leaders.

Getting the right data from Revops from the relevant experience

the importance of connectivity and integrating programs to support customer acquisition and all GTM functions

Needing to maintain a level of healthy skepticism in data to make sure you’re capturing all data points and conversion moments

Take over three years to understand where the gaps are and building a produce

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The conversation focuses on the importance of positive reinforcement and how it can be more effective in creating lasting change than negative reinforcement. The speaker explains that they have a big shift in their leadership style and focus on more positive reinforcement than negative. They give an example of positive reinforcement by talking about how they would give feedback in a role play session. Instead of giving negative feedback, they would explain what was needed to be done and then praise the person for their accomplishment. The speaker ends by saying that when giving feedback, it is important to end on a positive note as it can help the person to remember the feedback

The Importance of Accepting Feedback

The Benefits of Positive Reinforcement in Leadership

The Benefits of Positive Feedback in Coaching and Training Sessions

How to Prioritize and Give Recognition

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

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No matter how good you are, how smart you are, how hard you work, stuff is going to happen that you just cannot influence, you can't change. And so just focusing on controlling what you can control, keeping some humility, I mean, that is a huge part. Like, no matter what stage of your career you're at, you can always use a little dose of humility and just recognizing that things won't always be how they've been and they won't be tomorrow what they are today

• Being coachable and being a life long learner
• The Importance of Coaching in Sales Management
• Sales Role Requirements and Benefits of Curiosity

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

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