1089: Intentionality in Introspection: Enable Sellers’ Continuous Learning, with Shaan Hathiramani

Shaan Hathiramani is the CEO of Flockjay. Both sellers and sales leaders must take the time to introspect on what is truly working and not in their workflow. This branches out on the questions on incentivizing intentionality and the culture around it, as well as changing productivity metrics.  Managers must be enabled to spread this learning around and learn from the best sellers within their own teams. This is not just to hit quota but also to improve retention of their best people. Shaan also discusses paradigm shifts needed in sales on what defines productivity and how to enable managers themselves. HIGHLIGHTS Salespeople and leaders must be intentional about what works and doesn't Change the basis of productivity so sellers can focus on self-improvement   Managers have all the answers versus managers direct to the right answers Enablement leaders must identify subject matter experts within teams  QUOTES Be intentional about introspection - Shaan: "When you're short-term optimizing for just trying to get those dials to work in the spreadsheet, you lose the fact that any given day anyone in this seat should be carving some time for introspection, for understanding what worked well in that call and what could've gone better. And those are the moments that make you 10, 15% better every week, every month." Incentivize introspection and continuous learning - Shaan: "It starts by having a conversation at the leadership level around duration and how you're thinking about the next generation of leaders within your company. If you want good people to stay, it's not just going to be for lone wolf economics. It's going to be for folks who are recognized for being far more." Shift the paradigm that sales enablement is linear - Shaan: "I'm starting to hear this from some of the most mission-driven and forward-thinking enablement leaders I've worked with is becoming less of the owner of enablement in a company and more of the facilitator; identifying subject matter experts within individual teams and departments and working with them to enable and empower them at the manager level to be those enablement leads, as opposed to just a linear I'm going to push all this content down to you." Find out more about Shaan in the links below: LinkedIn: https://www.linkedin.com/in/hathiramani/ Website: https://flockjay.com/ Email: shaan@flockjay.com More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.