In this episode, Derry interviews Hitesh Kapadia, the Co-Founder and CRO of JointFlows. They discuss various topics including managerial styles, career progression, and the hot-button topic of AE self-sourcing. Here are the key takeaways:
🥕 Managerial Styles:
- Leading by example is crucial for sales managers. Being in the trenches with your team and showing them that you're willing to do the work goes a long way.
- Continuous learning is essential for effective leadership. Be open to new ideas and always strive to improve your skills as a manager.
🥕 Career Progression:
- When it comes to career progression, it's important to understand what motivates your team members. Have open conversations about their goals and aspirations, both professionally and personally.
- Create a plan for their development based on their skills and interests. Identify any gaps and provide opportunities for upskilling.
- Encourage your team members to explore different roles within the company. Don't limit them to a linear path. Let them gain experience in various areas to find what truly interests them.
🥕 AE Self-Sourcing:
- AEs should be busy selling and working deals. If their calendars are not full, they should be self-sourcing to fill the top of the funnel.
- AEs should take ownership of their numbers and understand that filling the pipeline is crucial for their success and the success of the business.
- Show them the math and ask them to come up with a plan to bridge any gaps. If they can demonstrate a viable plan without self-sourcing, that's fine. But self-sourcing is often the most effective way to ensure a full pipeline.
🔊 Listen to the full episode here.
