Effective Remote Sales Leadership with Adam Jay
Adam Jay, VP of Commercial Sales & Business Development at Reprise joins us on the Peak Performance Selling Podcast.
Adam talks about his leadership style as a sales leader, particularly in the context of remote work and creating a diverse sales team. Having managed sales teams remotely even before the pandemic, Adam emphasizes the importance of trusting your team members to do the right thing and to empower them by avoiding micromanagement as much as possible.
He also believes that hiring diverse talent is not just a box that needs to be ticked, but is a prerequisite for hiring teams that defy geographical boundaries. As a sales leader, Adam believes in the servant leader mindset, a concept that he has used to help numerous teams build revenue from zero to a hundred million dollars.
Episode Notes
HIGHLIGHTS
- Learning how not to do sales
- Celebrate the small wins
- Work when it's good for you
- The challenges of working remotely
- Sales doesn't have to be a dirty word anymore
- The difference between being a top seller and a great sales leader
- Sales leadership can be a thankless job
- Having diversity in your sales team is crucial
- How to build a truly diverse team
- Do you love to win or hate to lose?
- Success is all about happiness
QUOTES
Adam: “Embrace it, embrace working from home. There's nothing wrong with the dog barking in the background. There's nothing wrong with the kid walking in the room. You don't have to say I'm sorry.”
Adam: "To be a good leader, being a top performing rep, sure, that's part of it. And maybe I could argue that you could be an average performing rep and still be a great leader. Are you coaching people? Are you guiding people? Are you hauling? Are you willing to help and share your ideas? All of that is what makes a good leader, not just being a top performing rep.”
Adam: "You're putting your financial growth, your paycheck in the hands of other people. And I think that to do it the right way, you have to have the mindset of number one, I'm not doing this for the money. I'm doing this because I love to coach. I love to develop, I love to help people. And you'll find your good leaders do that before they're leaders."
Adam: "You have to have diverse teams. And it's not because we have to check this box of DEI and like, you know, all that good stuff. You want your team to represent your customers that you're selling to, number one, which I think is important. But more importantly, you want folks who bring different perspectives, who come from different walks of life, who have different backgrounds, different boundaries, different beliefs, who look differently, talk differently, believe in different things, eat different foods, whatever it happens to be."
You can learn more about Adam and connect with him on LinkedIn.
About Jordan Benjamin
Jordan is the founder of My Core OS. After spending years in sales, working with sellers and studying peak performance he found an opportunity to help sellers level up to not only build peak performance at work, but to also create harmony between work and life so you can sustain performance over the long term.