Profile Flashcards
Love managing and love seeing people succeed
Managing is so hard. Riding a bike and everything is on fire.
I remember talking to Abby when she said you’re just more tired at the end of the week because you’re giving so much of yourself, but if you love coaching you’re also more fulfilled. That’s how I feel. The moments during my week where I get to help a peer are the ones that refill my cup.
Strengths- track record of results
I believe that I have shown my skills as an AE in not only my ability to retain clients but grow consistently. I also think I have a natural skill at being able to see the potential in a territory but in a systematic way that serves me and would serve a future team well.
Strengths- proven track record of managing and leading a sales team
Never missed Advantage plan even when the client had business issues
Connector- led many with more tenure or roles different than my own
Henkel- next flash card
Henkel- what is the sales excellence award?
Context: known for being calm in a storm and being able to flip client perceptions.
Situation:
New leader didn’t like predecessor
Our results weren’t mirroring direct teams
Marketing doubted our execution so wouldn’t invest
Henkel was acquiring Sun, their biggest competitor who was aligned to our biggest competitor
Knew a few things were true:
1. If we didn’t fix this, we were going to lose this business and lose jobs
2. If we did, massive upside for our people
3. And we couldn’t win on price so had to win on heart and results
Action:
Sat down with the new leader and had a very brass tacks SWOT review - what’s working, what isn’t - on both sides, how do we get to a path forward
Then re- analyzed the drivers of business success. We were bonuses on inputs and the inputs were wrong so that had to be corrected.
Totally changed the KPI and measurement strategy
Then had to inspire my team- let them know our path forward, get them aligned to what success meant, and reported results in writing, to execs, to the client, and to the team every month and then did market specific work withs. Was told that under me was the first time they felt heard and like someone was supporting them.
Results: we totally flipped the business and exceeded even the direct teams on many key sales metrics. Won the RFP, grew the business 2x. Still partnered today
Henkel sales award- their award for the sales leader who delivered results and led with authenticity. First time it didn’t go to a Henkel exec.
How did I bring talent along?
My salesforce didn’t report to me, which meant I had to be that much better at focus and inspiration. Talked to someone who said - when you were our sales leader it was the firs time we felt heard, that someone was going to fight for us, that you were fair, and allowed us to have fun even in some
Of the toughest circumstances.
Had a direct say- I always felt pushed but that you wouldn’t let me fall.
Human leader
Adaptable, authentic and caring - those are words people use to describe me.
Building a great team
I know how to build teams but in a very different context and haven’t done it here. Knowing that, I have spent well over a year meeting with people and getting coaching from Alexis so that I am as eyes wide open as I can be.
Well suited talent - Nicole story
Hired because knew her and knew she was impacted and we needed someone
Early on showed signs that were concerning- not listening, not executing right, very distracted. Difficult is that the role had some ambiguity.
So for explicit oh expectations first and foremost. Monitored if she responded to coaching. Documented everything. Then when the results didn’t improve went to PIP then to removal.
How to find talent
Not alone
Have questions and skills to test for
Must be absolutely in love
AES different styles
Focus on the data
Then root cause. Style doesn’t come into it
EP
Asked to be on RH
