The Modern Selling Podcast
Mario Martinez Jr
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Expand the Circle — Leadership Best Practices with Matt Poepsel, #222
When it comes to hitting sales quotas, scaling companies, and retaining top sales talent – all of these areas often fall back on one thing: leadership. Without effective leadership, companies don’t grow. But the question often becomes, what makes an ‘good’ leader? In the midst of the Great Resignation and, more recently, the Quiet Quitting trend, the role of leadership cannot be ignored. In this episode of the Modern Selling Podcast we explore the ins and outs of post-pandemic leadership, what it means for sales organizations, and what strategies leaders should be using to expand their circle. This episode’s guest, Matt Poepsel is one of the leading experts in the field and brings a highly unique perspective that makes this one of my absolute favorite episodes. Matt Poepsel, PhD is a tireless champion of human potential. A shameless self-improvement fanatic, he enjoys sharing his observations, advice, and humor through his writing and workshops. His professional life has been shaped by his business, military, and academic experiences. Dr. Poepsel currently serves as the Vice President of Professional Serves for The Predictive Index where he serves 1,000+ Talent Optimization Consultants around the world, develops highly scalable programs and tools that produce business results, and designs strategic talent optimization solutions for clients. Prior to The Predictive Index, Matt founded Covocative – a next-generation sales development platform and served as the Vice President of Professional Services at Gomez, Inc. – a Boston-based software startup that was later acquired by Compuware Corporation. If you’re a sales leader or leader of any kind, this is the episode to listen to so you can walk away with the right strategies that work now to inspire, ignite, and explode your team’s performance. What role does leadership play in sales? With any organization, the leader is at the helm of how things operate and the leader is responsible for setting the tone of the workplace culture. I wanted to get Matt’s perspective on what he sees is the role that leaders play in business. Matt shares, “Leaders have the opportunity and I would say a responsibility to make sure that the individuals on their team can see themselves in the company's mission. It’s up to the leader to connect the dots for them and to create alignment between the needles they're moving so that as a sales person they know what their contributions mean to the team and the overall mission.” But, what are the things that leaders “should” be doing to help not just retain their top talent, but to keep everyone inspired and motivated to take action. Matt outlines three key things sales leaders can focus on: Being – sales reps want to feel that they’re treated like a human being. That’s why leaders taking time out to connect with their individual sales people is so important. Because if you don’t know about their life and interests outside of work, it will be easy for them to feel disconnected from the team and just like “another worker”. Belonging – If the Great Resignation taught us one thing, it’s that people no longer want to just be a number. They want to feel like they belong and their work matters to their leaders, to their team, and to the larger organization. As a leader, you can sow into this sense of belonging by recognizing your sales people, working with them to outline their goals, and by acknowledging their efforts when they go above and beyond. Bigger – Even in sales, understanding the “mission” is an important part of helping people connect to their work. What is it that your company represents? What are the problems your company is helping other businesses or people solve? According to Matt, if you’re not showing your teams how they’re contributing to a larger mission (than just hitting quota), you could be missing out on an opportunity to inspire your teams to reach higher levels o
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