Next Level Leadership
By Derek Jankowski
Email your thoughts and guest suggestions to Derek@derekjankowski.com
Next Level LeadershipJan 11, 2022
Blake Hudson
Setting a vision for your team, keeping them motivated through difficult times
how sales enablement changed his outlook on leadership
how to get reps to use new tech tools
how to make new reps more confident
how to use the gratitude gap to win
Jason Cutter: How to Accidentally Become VP of Sales
What we cover:
How Jason fell into sales--then literally on accident became vp of sales
developed a system for his 8 sales reps
what to do when your reps have no empathy for the prospect
How to nail process/structure without destroying reps humanity
how to interview for drive
5 traits for sales success
interview tips
5 Love Languages in the Work Place
What to do when reps are "order takers"
You can email Jason: jason@cutterconsultinggroup.com
Using Gratitude to 10X Your Productivity
It sounds hokey, but practicing gratitude can massively increase your output. Listen to this episode to find out how!
Check out the Mastermind here!
Mindset of Sales: Reduce Turn Over and Prepare Your People for Success
This is a presentation I gave to every new hire that joined my team. Sales is hard. Everyone is going to feel like they suck at some point. This is how you get ahead of it, as a leader.
Check out the Next Level Mastermind! This is the best way to up your leadership game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
Anthony Zhang: Questions to always be asking yourself; What to do instead of scripts; 1x1s vs pipe review
This was a fun episode--Anthony is super sharp and has been in this game for a while.
Here's a small sample of what we discuss:
Questions to always be asking yourself
What to do instead of scripts
1x1s vs pipe review
learn do document delegate
don't touch anything for 30 days--observe and learn
Check out the Next Level Mastermind! This is the best way to up your leadership game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
How to Develop Your Leadership Style
Are you becoming the kind of leader you wanted to become?
Check out the Next Level Mastermind! This is the best way to up your game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
TLDR: Radical Candor
If you're like... well, a lot of people... you own this book or have heard that you should read it. But who has the time? I break down the Radical Candor model in 11 minutes and give you action steps you can take to improve your team using it.
This is a clip from a Next Level Mastermind talk. Check out the Next Level Mastermind! This is the best way to up your game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
How to Control Your Mind (for good!)
My first sales manager told me that the most important territory is the space between your ears. The problem? There's a lot trying to get your attention.
In 1957, James Vicary invented subliminal advertising when he inserted the words "Eat Popcorn" and "Drink Coca-Cola" into a movie. If seeing those words for a single frame can make you hungry, imagine how everything you see on a day to day basis is impacting you.
In this episode, I cover how to take back control of your mind—or at least what’s worked for me. There’s no guru-y “just think positive” mumbo jumbo in here. Check it out here.
Check out the Next Level Mastermind! This is the best way to up your game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
How to Reboot Your Calendar
Last week we talked about how to use focus. Today, Derek talks about the exact calendar strategy he uses to remain focused on the most important objectives.
Check out the Next Level Mastermind! This is the best way to up your game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
Cracking the Sales Management Code, Part 1: What can you REALLY manage?
Many MANY sales leaders try to manage metrics that they can't control. That leads to stress--and often, failure. It doesn't have to be this way. Here, I cover what you CAN manage, HOW, and WHAT to do next.
Check out the Next Level Mastermind! This is the best way to up your game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
Two Ways to Use Focus to Have More Impact
The first episode in what I intend to be a recurring series. I'm calling it, "The Greats." I try to answer the question: "What is it that the most successful people in history knew or did that we can copy to find outsized success for ourselves?"
The top characteristic appears to be "focus." I break down how people like Steve Jobs and Napoleon Bonaparte used it to change the world so that you and I can use it to change lives. There are two types of focus, and I cover how I use each right now.
Check out the Next Level Mastermind! This is the best way to up your game that I have found--and what I wish I'd had earlier in my career. (trust me, you'll be hooked)
Keith Campagna: less stress via life/work integration
What is life/work integration?
How do we do it?
How can we use it to feel less stress?
We talked about Joe Dispenza. Here's a link to the book I've read by him. Highly recommended.
Follow Keith on LinkedIn
Get one month trial of the Mastermind (trust me, you'll be hooked)
Mark Doody: Don't bring in tech, yet; tech as a bandaid; get 1 of these 2 things out of every job
Make sure you're doing the small things right before bringing in tech to supercharge it
Tech as a bandaid
Process first
get 1 of these 2 things out of every job
It's easy to show that you're buying tech, that doesn't make it the right move.
Follow Mark on LinkedIn
Get one month trial of the Mastermind (trust me, you'll be hooked)
Olivia Henkel: Being too nice, how to be direct with empathy, small wins, tips on people management
Impacts of being too nice
Being direct with empathy
Giving your team small wins
Tips on people management
How to get reps to buy into a team goal
Advice she's given to new managers recently
Follow Olivia on LinkedIn
Get one month trial of the Mastermind (trust me, you'll be hooked)
Valerie Avila: your mental roadblocks, balancing micromanaging and hands off, empowering reps to hold themselves accountable, getting your first promotion
the motive for being a leader
your mental roadblocks
balancing micromanaging and hands off
how to empower reps to hold themselves accountable
tips on getting the first promotion
Follow Valerie on LinkedIn
Get one month trial of the Mastermind (trust me, you'll be hooked)
Garris Yeung: superrep, coaching, solving problems, hiring, and way more
We cover:
don't become a superrep--coach instead
ask questions instead of solving problems
separating emotion from data
thinking 1-2 months ahead
why change is slower
hiring for culture
Get one month trial of the Mastermind (trust me, you'll be hooked)
Mike Hook: how to listen; communicating a vision; how to know when to fire; way more
Get one month trial of the Mastermind (trust me, you'll be hooked)
In this episode, we cover:
Don't make clones of yourself
how to listen to a new team
how to know when you've gained reps trust
how to know when to fire
tons of stuff on interviewing
communicating a vision
Paul Salamanca: Why go into leadership vs staying a rep; doing things your own way vs not doing them; how to not be salesy
Paul is VP Sales at SecurityScorecard and Host of the Top One Percenter Show
Check out the Mastermind--and get the first month free--here.
Jimmy Chen: being too laissez-faire with your team, setting expectations, explaining why, having hard conversations
Jimmy is the Director of Worldwide Sales Development at Hacker One. Jimmy has been a leader and coach in high school when he recruited and led his high school fencing team.
Get personalize advice and coaching so you can become the best leader you can be. Check out the Next Level Leadership Mastermind.
Marcus Chan: Destroying your teams trust, winning your reps hearts and minds, owning your mistakes, being vulnerable and real
Marcus is the founder of Venli Consulting Group which helps rep sell more. He has sold and lead teams for over ten years.
We cover a TON in this episode. Some examples: Destroying your teams trust, winning your reps hearts and minds, owning your mistakes, being vulnerable and real
Tom Boccard: Look behind the data, coaching prevents burn out, building your management system
Lots of golden nuggets in this one, but the keys to building your management system is going to make your life so much easier.
Book recommendation: Cracking the Sales Management Code
Amy Volas: Get the right job, How to look at stretch roles and when they work, Interviewing like a boss, much more
Why do sales leaders have such low tenure? How can you avoid that? How do you know if you're a fit for a role?
Get that and much more in this episode with Amy!
Jason Lemkin 48 kinds of sales leaders
Jessica Roman: Intrinsic motivation, managing people differently, soft skills
How do you manage each of your reps as an individual? How do you uncover intrinsic motivation--eliminating the need for constant contests, looking over people's shoulders, and PIPs?
Find out in this episode!
Connect with Jessia on LinkedIn.
Christine Rogers: the benefit of non-linear career path, taking risk in your career, how to choose next steps, quick wins vs sustainable solutions
There's something for everyone in this weeks episode with Christine Rogers this week. We cover:
- the benefit of a non-linear career path
- taking risk in your career when you're risk-averse
- how to choose the next steps in your career
- quick wins vs sustainable solutions
- how to experiment well--and how to pitch those experiments to your boss (form here)
Jeff Ignacio: Four Pillars of Building Great Process, Four Principles of Rocket Growth
Jeff and I worked together for a short time at PatientPop, and I was so impressed with him that I asked him to come on and talk about how we can work better with Sales Ops to make our teams more successful.
Gabrielle Blackwell: Why you don't need to know everything, Speak up, Create your business plan to get promoted
Gabrielle has been a leader for over three years. Hear her talk about why you don't need to know how to do something in order to get it done, why you should speak up more, and how she created a business plan to get her first gig as a leader.
As always, I'd love to hear your thoughts on the episode! What did you like? Not like? What questions do you want answers to? Let me know at Derek@DerekJankowski.com
Sonny Dhaliwal and Brad Taylor: being coachable as a leader, making sure your reps feel connected, and more!
I'm excited for this episode because I've worked with both of these guys since they started at my old company, PatientPop. In about 3 years they each went from SDR to AE to AE manager. We cover being coachable as a leader, making sure your reps feel connected, and more!
Check out the Private Mastermind here!
Get the episode transcript.
As always, I'd love to hear your thoughts and suggestions! Follow me on LinkedIn or send me an email (derek@derekjankowski.com)
Scott Leese: How he got promoted in three months, why the captain is never the best player, and more!
Scott spent 3 months as a rep, got promoted to leadership, and now, as his LinkedIn profile says: 6x Sales Leader - 3x Founder - 2x Author - Sales Consultant & Strategic Advisor to startups around the worldFind out how he got promoted, what he does to be so productive, and so much more!
The Next Level Private Mastermind--take your leadership skills to the next level
Thomas LaLonde: Why have consistent 1x1s, Managing former peers, Why assume best intentions
Thomas tells us a secret, talks about how and why to have one on ones consistently, the surprising thing he did when he managed former peers, and why it's always best to assume good intentions.
Colin Coggins: mindset, finding your mission statement, and focus on friction
WOW this was an amazing episode. Colin is an amazing storyteller--and told great stories.
Hear about how his rep found a deal in a couch. Learn how to develop a mission statement so powerful it carries you through the hardest days. Listen to how and why you should focus on friction. You're going to love this one!
Derek Jankowski: Why and how to set crystal clear expectations
Teams, reps, and managers often fail because they're missing something simple: clear expectations.
Why will clarifying expectations get more out of your team?
How do you set expectations without creating a culture of fear?
Ashley Kelly Mealy: Building great relationships, holding reps accountable, leading a team in quarantine
Ashley Kelly Mealy has been promoted quickly a few times: she spent 6 months as a rep and less than two years as a manager before her first director role.
Learn how she did it in this episode! She is the Senior Director of Sales Development for Brex.
Andrew Weisse: Listening tours, teams that perform but feel left out, and more
Andrew Weisse is a Sales Leader with over a decade of experience building & scaling sales organizations. After 4 years on Wall Street, Andrew left finance to join the start-up Zocdoc in NYC, where he spent 6 years helping the company grow from 40 to over 400.
Michael Charalambous: performance management, the 5 parts of emotional intelligence, more
Michael Charalambous (aka MC) is a positive, high energy sales leader with 10+ years of success growing teams and revenues across multiple verticals and industries. His passion is hiring, training, coaching, as well as ongoing mentorship.
Check out the Private Mastermind here!
Get the episode transcript.
Nick Sutedjo: Managing up, getting promoted quickly, managing former peers
Learn how Nick went from rep to player-coach to manager to director.
We talk about managing up, getting promoted, managing former peers, and more!
Get the transcript here.
What topics do you want to be covered? Do you have guest suggestions? Email Derek, the host, at derek@derekjankowski.com
Check out the Private Mastermind here!