Gordon Gecko, Snapbacks and why SaaS Sales Managers are lost.
The point is, ladies and gentlemen, that greed, for lack of a better word, is good.
And telling sales managers that the way they manage their people is broken is even harder.
But, f*ck it.
The way we manage high-performing teams for the most part is crazy.
We're reactive when we should be proactive.
We're cautious when we should be aggressive.
We're using old-school, waterfall-style strategies when we should be agile.
And we treat the management of high-performing, unique human beings as this simple and ordered construct. When in reality, it's complex AF.
But the problem is that we rely on 6-month engagement survey data or top-down management strategies, designed by some HR Guru with a sports coat and horrible Linkedin DM's that we're built for a time of old.
A past time where the Gordon Gecko clones, with the paisley tie and pleated pants, that shit might have worked. You could rip your people apart for not closing, or not hitting their cold call goals, and honestly, find someone else willing to die on the vine for a monthly steak dinner at the 21 Club in the white pages.
But in this world of snapbacks, hoodies, and employees understanding their self-worth, that ain't gonna fly.
Mental health matters.
Inclusion and equity matter.
You being a coach now matters.
You doing the right thing for your people, while still hitting goal is now a requirement.
So that said, sales and revenue roles changing faster than ever, and ultimately demanding more, it is critically important that we understand the ability of our revenue teams to perform today, tomorrow, and in the future.
Our people data contains the truth on how fast we can grow, how people should be supported, and ultimately, how they should be challenged. (but we've been using people data in the wrong way)
With LEON, Sales Enablement can finally unite the company behind one common goal — grow smarter, grow faster, while also protecting the most valuable asset we have; our damn people.