Empowering Your Team’s Professional Growth - Sean Harvey - Coach2Scale - Episode # 001
Today’s guest is an extremely passionate leader and mentor that has built out amazing sales organizations while simultaneously closing large enterprise deals for high-growth startups. Sean Harvey is the Vice President of Sales at RocketRez. Sean joins Host Matt Benelli for a discussion on instilling cultural changes that stick, the importance of trust in coaching, and why sales leaders need to think long-term.
Takeaways:
- Incorporating coaching into a company’s culture is simplest when implemented with a “top-down” approach. The buy-in of top leaders is critical to building this culture and it must be communicated down to frontline managers and individual contributors.
- One of the keys to increasing the staying power of any cultural change is consistency, even in the face of hard times. The cultural change must remain a priority despite monthly, quarterly, or yearly pressures, that cement it within the organization.
- Trust is a crucial component of both leadership and coaching. As a leader, it is imperative that your team trusts that you have their best interests in mind at all times.
- In order to grow and learn, you must create a safe environment for your team to fail without being humiliated. Failure is a part of the growing process and must be embraced by the organization.
- As a sales leader, an important part of setting yourself up for success in the coming months, quarters, and years is to coach your team up. They need to know how to prospect, how to message, how to focus on deals, etc.
- Focusing entirely on the number of deals as a sales manager is short-sighted and leads to a constant scramble to find new deals in revolving peaks and valleys. Whereas, putting an emphasis on coaching reps will lead to a more steady flow of deals.
- With the current economic climate which has made “do more with less” into a household phrase, the best way to empower drastically smaller sales teams to reach the same results is to become a mentor to them and provide opportunities to learn how to be more effective.
Quote of the Show:
- “We're here to help them get better, not just for this company, not just for this deal, but for things in the future, for future roles, future deals, future situations.” - Sean Harvey
Links:
- LinkedIn: https://www.linkedin.com/in/sean-harvey-3aa59022/
- Company website: https://www.rocketrez.com/
Shout Outs:
- Maurice Ducoing - https://www.linkedin.com/in/mauriceducoing/
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
Creators and Guests
Guest
Sean Harvey
Sean Harvey is the Vice President of Sales at RocketRez. He is an extremely passionate leader and mentor that has built out amazing sales organizations while simultaneously closing large enterprise deals for high-growth startups.
