The Revenue Revolution + Matt Cope

Hiring, Defining Carreer Paths & Building Champions

Description

Welcome to another edition of the Revenue Revolution podcast from Jointflows. 
Jointflows is a revolutionary tool that streamlines the sales process and in particular the closing stages. Jointflows accelerates internal processes with a collaborative platform enabling clients to take control of the sale process and prevent loss of revenue.

 

This week’s guest is Matt Cope, a Founding Senior Sales Executive at Hire Genius. Hire Genius strives to collaborate with businesses to get rid of the unnecessary fuss around recruitment.

 

Starting his career in recruitment at Education StaffBank, Cope has ample experience in the world of sales and team management. Cope has made it to the top of the sales ladder from his extensive experience at Stint, becoming Head of Sales at Stint within three years.

 

In this episode we talked about the essential skills to build your team up at your company and how to ensure success with stakeholders and mentors alike.

Playing to your colleagues’ strengths and helping them overcome their weaknesses is at the forefront of Cope’s management approach.

Respect for different roles is paramount and we question the need to ‘climb the ladder’ in order to avoid pushing employees down the wrong path.

From making all career paths visible to children’s books, Cope showcases his creative strategies to bring out the best in his team.

We also test the validity of the term ‘champion’ and what criteria is needed to assess whether your mentors really want to support you through your career in sales.

Highlights

Highlight 1 (00:01:30) – The key skills for success in recruitment 

Highlight 2 (00:03:30) – Believe in the company, sell it to yourself 

Highlight 3 (00:05:03) – Superstars vs rockstars: Know the difference to build your team 

Highlight 4 (00:07:15) – Traits and values trump experience 

Highlight 5 (00:09:42) – The science and art of sales 

Highlight 6 (00:14:56) – Keep half of your approach and tweak the other half 

Highlight 7 (00:16:43) – The opportune moment to meet your stakeholders 

Highlight 8 (00:19:35) – How to test your champion 

Highlight 9 (00:23:51) – Theory helps but hands-on experience is essential 

Highlight 10 (00:26:57) – Mole of Mole Hill: A creative case study of upskilling SDRs and AEs are not interchangeable roles 

Highlight 11 (00:31:01) – You don’t have to move up the ladder 

Highlight 12 (00:31:39) – Make all your employees’ career paths visible 

Highlight 13 (00:33:26) – Let people make mistakes 

Highlight 14 (00:34:20) – Matt Cope’s favourite memory in sales