The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode 63 · 7 months ago

How to Make Sure You're Working for Great Companies w/ John Kaplan

ABOUT THIS EPISODE

How do you ensure you’re selling for a great company or moving to a great company?

Part of believing that what you do matters, means loving what you do. Companies make great promises when looking to hire top sales talent or retain top performers. Be confident you’re in the right spot and making the right moves in your sales career. John Kaplan shares his opinion on how elite sellers ensure that they’re selling for great companies, including:

- What evidence to look for

- How companies enable salespeople to operate at an elite level

- How to test the internal operations and traits of a sales organization

Check out this and other episodes of The Audible-Ready Sales Podcast at Apple Podcasts, Spotify, or our website.

Here are some additional resources on picking a great company:

- How to Ensure You're Selling For A Great Company

- https://bit.ly/2RqFk8B

- Signs You’re Working for a Company That’s Staged for Growth

- https://bit.ly/3vGHQGG

- Four Questions Every Sales Organization Needs to Answer 

- https://bit.ly/3uhR4Jb

Does the company have a sales culturewhere sails the scene as the tip of the Arrow and the entire company is theline behind them? You know an Elique company sales as a prime, an Navler forthe growth strategy, you're listening to the audible, ready,podcast, the show that helps you and your teams sell more faster willfeature sales leader sharing their best insights on how to create a salesengine that helps you feel repeatable revenue growth presented by the team AFforce management, a leader in PTB sales effectin. This let's get started hello and welcome to the audiblreadysales podcast, I'm Rachel CLEP Miller, John Caplin joins me today: Hi John HiRachel. So today we are going to talk specifically to those of you out therewho are working to grow your career aligned to great roles at greatcompanies. So many companies have a great pitch when you're interviewingright, we've all heard those. But when...

...you jump through that door, you see thefacade. So how do you ensure Youre selling for a great company or you'regoing to be moving to a great company yeah? This is a great topic and it'sreally fresh for me right now, it' I just participated in a fireside chatwith the team at Mongo DB. A couple of great friends and Cedric Pass who's,the CRO and John mcman who's aboard member there, and so during theconversation, one topic really resonated with me and said: Tocast. Ifone of your kids were to come to you for advice on how to choose a companyto pursue what would that advice be? And I thought about it for second and Ithought how do elite sellers insure that they're working for greatcompanies D- And so probably you know a really cool topic for us to discusstoday right because, especially in high tact, so many companies are makingthese great growth promises. We've got...

...funding. We have all this greattechnology. Those promises w will fall short quickly. If you don't have theright system in place to execute sales yeah and we with John mcman who's agreat friend not only of the firm but a personal friend of mine. He shared acouple of great key insights on this topic and you know he said you need tofind a company with great technology, that's in a large and fast growingmarket and then also make sure you're working for a company. That's investingsignificantly in employee development and then the last point that he made isthere has to be a strong emphasis on accountability and finding anorganization that has a culture of people owning their roles and success,O Culture of people like participating in their own rescue, and then you knowan I was listening to John. I thought about his comments reminded me ofsomething that I heard Nicksabben the...

...head coach of Valabama College footballteam when he was talking about mediacrity and he said, mediocre peopledon't like high achievers and high achievers, don't like mediocre peoplebeing e ginishe. That statement with so which one of these people do you wantto be yeah. That's Great Steven always has some great gems for us to. I wonder if he knows he lik. He helpsus so much with our content. Well, toe doesn't chart as a royalt Tu Tu, butthat really is solid advice to find a company, that's working in a way whereyou can operate at an elite level and you're not settling for mediacority. Iknow you have some additional way. Sales people can really look forevidence of companies with those traits and that first is to look for thatalignment. Piece. Yeah really great, really great point on evidence, so thecompany should operate without silos, know or leadership should at least beactively working to diminish them an...

...does. The company have a sales culturewhere sails the scene as the tip of the Arrow and the entire company is alinedbehind them. You know an Elitue company sales as a prime, an Nabler for thegrowth strategy. So next is the company outside in or is it inside out? Do theyoperate from a customer, scentered perspective or an internally focusedone? Do they put the customer first and all that they do do they create a worldclass customer experience through all departments, use common language anddiscussing their value proposition? You know a good way to test, for a customer.Centered focused in a company is to assess the for essential questions ofvalue right. What promise do you solve? How specifically do you solve them? Howdo you saw them better, anor differently than your competition, andwhere have you done it before...

...yeah I've linked a blog on thosequestions in the show notes, and you should feel free to ask when you'rejoining a company. Those questions another way to test the inside workingsof the Sales Organization is to test leaders on the sales process, theactual process yeah. Does the company have a sales process that it that itsleaders can explain to you simply so we often say: can you fit their salesprocess on a single sheet of paper? Is the sales process mapp to a customersbuying process? I see a lot of sales processes out there and there's noevidence of a vior interaction. It just has stages that are totally about youas the selling company. It should be clear who does what, when Byrole bystage and does this process inplude the custom remaining? What is the customersupposed to be doing by stage and does the sales process lead to success? Anddoes everybody follow it? So it's great...

...that you have a sales process, but ifnobody follows it, it's an absolute train, rack and so so mcman actuallyhired me at PDC. It's. You know the company that I work for before startingforce management and during one of my interviews before joining PDC John andI were sitting at a denny's in Detroit, and I asked him to explain the PDCsales process to meand without even batting an eye. He sketched it out onan Apkin, and it looks so simple that I had to ask you know so so this is all Ihave to do in order to be successful and his response was like epic. Heasked me how much I was making in my job at Syrox, and you know I told them-and he said that if I followed this process that I would make triple theamount of money and then he followed up with one other thing. If you don'tfollow this process you're out- and I will never forget that meetingeverybody's willing to be led,...

...provided they believe that you and yourprocess can get them to a place they cannot get to on their own, and it wasclear that day that I was willing to be led, there's reassurance and knowingthat there's a playbook that you can execute when you're joining a company.So the last step, I know that you have in these best practices, is to find acompany that has the right culture of doers yeah yme. This is so crucial forme. It's like I like to call this a culture of patriots versus mercenaries.Not I want to be careful because I don't want to use this analogy as apolitical statement, but you know more. Is the concept to relate to the workenvironment so to whom and to what are you committed? Mercenaries are verytalented people, but they are different than patriots. You know. Mercenariesare motivated by the rewards and patriots are motivated by the cause.You know I've seen this distinction in...

...my work life and have learned a hardway about the difference. If anything happens, that challenges the rewardsystem, the mercenaries, are the first to leave and, on the other hand, forthe Patriot, the cause becomes, the reward, so mercenaries laid down theirweapons and go home and patriots melt down their furniture to make morebullets. So you know they are committed to the cause. The questions of what dowe believe? Why do we believe it, and where will this belief? Take us havealways been more critical in building a great culture than what's in it. For meand the what's in it, for me, is definitely the phrase and the questionof the mercenary so more and more what we consume today as customers. You knowthere are not products their services, and this reality means that more andmore sales jobs will continue to utilize a collaborative sales processthat requires support from a company's...

...ecosystem and nothing highlights thedifference between patriots and mercenaries more than this type ofenvironment. So the big question you need to ask yourself this: Will you beable to count on the people you go to work with every day? Yes, it's such an important question.Youw John, as we're talking here, we're making ha point that when you'relooking for your next great opportunity, but there is a use case where thesetraits of the company might be in place where you're at right. Now, you Havsuch a great point- and I thought about that when I was actually speaking tothe folks- that great companies like Mongo and you know a lot of times- weget. We come up to tough situations and we get a little bit of Amnisia. We getblinded a little bit, but sometimes what we're speaking about is right infront of you in the current company that you're at, and so I don't want toleave you with the message of you know wherever you are you're not in theright company go, find a different...

...company many times when I speak withmen and women out there. They come to the realization that where they're atis pretty darn good and the grass is not always green ar ound the other side,when you go, look at the other side make sure you use this criteria, butalso use this criteria to sometimes wake up and realize I'm in a greatcompany today, right t t, that's so true appreciating where you're at isalso important, very mith, and so for those of you listening out there. Ithink John you've, given us some great foodfor thought here, wrap it up with with some final thoughts. I know you havesome some great final thoughts on this topic as you pursue your careeropportunities, be honest with yourself and the process dig in hard on thecritical activities needed to find your next great opportunity. So over theyears, I've learned a lot about the concept of time management, and myfirst lesson is that time management is...

...a fallacy. It's not about timemanagement. It's about energy management, so time is finite. Energyis renewable. You have to be honest with yourself and ask: Will this jobgive me energy, or will it take? My Energy and I've had I've made somemistakes in my life. When contemplating this question, because the questionsnot about, can I do this job? The question always should be: will thisjob give me energy so go find the job that gives you energy find one thatcreates a flowstate. You know a state where your mind is challenged and fedby experiencing new levels of mastery in these environments, where elitesales people flourish both personally and professionally, and I often use thephrase what you do matters and there's no truer words to me when it comes tothe profession of sales. You have to believe what you do matters, because ifyou don't you're going to fail, so you...

...can't fake it for very long find a jobthat allows you to be authentic, believe in what you sell and if youdon't, it will always catch up to you and, and the last thing I'll just endwith Rachel is one of my favorite quotes and it's from Steve Jobs and he'sed to co founder, obviously of Apple. These you know he's passed away, but hesaid to some graduates of the Stanford graduating class of two thousand andfive that their commencement address. Here's what he said your work is goingto fill a large part of your life, and the only way to be truly satisfied isto do what you believe is great work, and the only way to do great work is tolove what you do and I always like to add the following words to this quoteat the end, and the only way you can love what you do is to believe that itmatters so go find a job and a company where you can wake up in the morningand say what I do matters that is it...

John. Thank you for this conversationtoday, my pleasure all right, and hopefully those of you listening outthere has got some great adviceis you're, considering your own careerpass. We always appreciate you listening to the audible, ready salespodcast at force management, we're focused on transforming salesorganizations into elite teams ar proven methodologies, deliver programsthat build company alignment and fuel repeatable revenue growth. Give yourteams the ability to execute the gross strategy at the point of sale. Ourstrength is our experience. The proof is in our results. Let's get startedvisit us at force. Managementcom you've been listening to the audible, readypodcast to not miss an episode subscribe to the show in your favoritepodcast player until next time.

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