22. Jon Keating, developing your sales leadership career

In this conversation, Jon Keating shares his journey into sales leadership, discussing personal experiences, the transition from individual contributor to manager, and the importance of self-motivation and coaching in leadership roles. He reflects on his early sales experiences, the value of structured training, and the significance of understanding team dynamics and individual motivations. Jon discusses the importance of adding value as a sales leader, the role of data in sales management, and the distinction between leadership and management. He emphasizes the need for sales managers to evolve in their careers, behave at a higher level, and understand the differences between working in startups versus corporate environments. The discussion also touches on the impact of VC and PE funding on sales strategies and the essential skills future sales managers should develop to succeed. Jon also shares his insights on essential skills for sales management, offering key advice for new sales managers, and reflecting on his own mistakes and triumphs throughout his career. He emphasizes the importance of understanding team dynamics, accountability, and the value of respect in leadership. Jon also discusses the significance of being proactive in decision-making and the impact of coachability on team performance.

You can see Jon's profile at https://www.linkedin.com/in/jondkeating/

Key Takeaways

· Self-motivation is crucial for success in sales.

· Transitioning from individual contributor to manager requires a mindset shift.

· Leadership involves making others successful, not just focusing on personal performance.

· Understanding team dynamics is essential for effective management.

· Adding value to team members builds credibility as a leader.

· Sales training programs can provide a strong foundation for future success.

· Persistence is key in overcoming challenges in sales.

· Emotional intelligence is important for understanding team members' needs.

· Data-driven decision-making enhances team performance.

· Different people require different approaches to motivation and support.

· Sales leaders must add tangible value to their teams.

· Data should guide decision-making, not dictate it.

· Leadership involves vision and motivation, not just management.

· Career progression requires a big-picture perspective.

· Sales managers should behave one level up to prepare for advancement.

· The landscape for sales careers is evolving with new opportunities.

· Startups require adaptability, while corporates seek execution.

· Understanding funding dynamics is crucial for sales strategies.

· Sales managers need to develop skills aligned with their career aspirations.

· Planning for the future can shape better career choices.

· Understanding different sales models is crucial for success.

· Effective management requires a balance between support and challenge.

· Building relationships with team members is key to success.

· Sales managers must quickly grasp pipeline and forecasting.

· Forecasting should reflect reality, not just targets.

· Quick decisions on underperforming team members are essential.

· High performers are reliable and accountable.

· Respect and courtesy are fundamental in leadership.

22. Jon Keating, developing your sales leadership career

Real Sales Manager

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