The Revenue Revolution + Matt Cope
Hiring, Defining Carreer Paths & Building Champions
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.
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.
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