Author: McKenzie Powell

  • Managing Imposter Syndrome

    Managing Imposter Syndrome

    Have you ever felt like a fraud, undeserving of your success or accomplishments?

    Have you ever feared that others will discover you are not as competent as they believe you to be?

    When things don’t go to plan, does self-criticism consume you?

     If you have experienced these feelings, you might be suffering from imposter syndrome.

    Imposter syndrome is a situation where individuals doubt their abilities and accomplishments, fearing that they are not as competent as others perceive them to be.

    It is a persistent feeling of inadequacy despite evidence of success, often leading to anxiety, stress, and self-doubt.

    Whilst it can affect people of all ages, backgrounds, and professions, reports have shown however that it does disproportionality affect more women than men – with a recent Indeed survey showing that women were twice more likely than men to suffer symptoms.  

    The same report also showed that a massive 94% of people who have suffered from imposter syndrome haven’t discussed this at work – reasons being that they would be embarrassed to do so, feelings that it wouldn’t be taken seriously or concerns about their managers telling other employees.

    As well as the impact on the individual, there are also impacts on the wider company with some of the impact showing through areas such as:

    • Higher staff turnover
    • Loss in productivity
    • Employees avoiding applying for internal promotions.

    Dr Valerie Young, an expert in imposter syndrome, uncovered five ‘competence types’, which she identified as the internal rules that people with the syndrome tend to follow:

    The Perfectionist:

    • Perfectionists set excessively high standards for themselves, which they expect to obtain 100% of the time, thereby creating a cycle where even their best efforts aren’t good enough.
    • They believe there is a right and wrong way to do things, with no room for a different outcome.
    • They tend to believe that ‘if you want something doing right, you must do it yourself’.

    The Natural Genius:

    • Like the Perfectionist, they set their standards impossibly high, but also judge themselves on whether they get something right first time.
    • They aim to master any new skills quickly, with minimal effort – and therefore if they need to work hard at something, view themselves as a failure.

    The Soloist:

    • The Soloist defines competence as being able to do something unassisted. They care mainly about who has completed the task and believe that to achieve, they must turn down help.
    • As they are unwilling to ask for help, they can struggle with volume of their workload.

    The Expert:

    • Experts need to know it all and believe competence is knowing everything. They believe that before they even start a task, that they need a comprehensive understanding of the subject and where they don’t know the answer to every single question, they blame themselves for being incompetent.
    • They are likely to have a lot of formal and informal qualifications as there is always the drive to learn more, with the feeling no training is ever enough.
    • This can manifest in ways such as not applying for a role unless they fit every single requirement in a job description.

    The Superman / woman:

    • The ‘Super’ pushes themselves harder than everyone else, measuring competence by things such as how many tasks they can juggle and excel in at once. If they fall short, they feel incompetent as they feel they should be able to handle everything.
    • They set unrealistic standards and work on hypercharge – and whilst they often succeed in all areas, this leads to them over-working / over-committing, both in and out of work, judging themselves on the validation of working, rather than the work itself. This can often lead to burnout.

    Some of the common symptoms across all five competence types are:

    • Self-doubt
    • Perfectionism and a fear of failure
    • Ignoring or belittling of personal achievements
    • Anxiety and stress
    • Overcompensation
    • Comparison to others and a difficulty accepting praise.

    If the above is resonating with you, whilst we appreciate that imposter syndrome can be hard to overcome, some useful strategies can be:

    • Recognise your achievements: Instead of focusing on your shortcomings, focus on your accomplishments and the skills that helped you achieve them. Celebrate your successes, no matter how small.
    • Embrace imperfection: Recognise that nobody is perfect and that making mistakes is a part of the learning process. Instead of striving for perfection, strive for progress.
    • Avoid comparisons: Instead of comparing yourself to others, focus on your own progress and growth. Remember that everyone’s journey is different, and you are on your own unique path.
    • Seek support: Talk to friends, family, or seek external support about your feelings of self-doubt. Surround yourself with people who uplift and encourage you.
    • Reframe negative thoughts: Challenge negative self-talk and replace it with positive affirmations. Instead of saying, “I’m not good enough,” say, “I am capable, and I will continue to grow and learn.”

    Imposter syndrome is a relatively common experience that can lead to self-doubt and anxiety. However, by recognising our achievements, embracing imperfection, and avoiding comparisons, we can overcome it, and regain our confidence.

  • How to Manage Burnout

    How to Manage Burnout

    According to a 2022 Glassdoor Survey, based on 382,000 anonymous employee reviews, burnout has increased by 48% on the previous year.

    Burnout is a term that has infiltrated our day-to-day language over recent years, but do we properly understand what it is, how to recognise the signs in ourselves or how to support others?

    What can cause burnout:

    There are of course many different factors that can contribute to burnout. In some cases, it can be linked to a specific event, such as a particularly stressful project or a major life change. In other cases, it can be the result of long-term stress or a lack of balance between work and personal life.

    Regardless of the cause, it’s important to be familiar with the signs of burnout, so you can take steps to address it before it becomes a more serious problem. Some of the signs to look for are:

    • Emotional Exhaustion – if you are feeling emotionally drained, you may be experiencing burnout. Examples of this would include feeling agitated, irritable, or overwhelmed.
    • Detachment – this can show in spending more and more time away from social activities or feeling disconnected from work or personal life. You may be feeling like you are ‘going through the motions’ without any real sense of enjoyment, purpose or fulfilment.
    • Physical Symptoms – examples of these can include feeling tired all the time, having trouble sleeping, experiencing headaches or even muscle pain. You may also notice that your immune system feels less able to fight off illness.
    • Negative Attitude – perhaps you find yourself feeling resentful or critical of others – feeling like you aren’t making progress or being cynical about your work or personal life.
    • Lack of Motivation – this may be manifesting itself in things such as task avoidance, over-procrastination, or a lack of care about your work or personal life.
    • Dip in performance or productivity – as someone experiencing burnout might find it harder to focus on their tasks, be having trouble making decisions or may be making more mistakes than usual – this might show itself in a reduction in performance.
    • Feeling overwhelmed – leading to a sense of helplessness or lack of control over your circumstances.

    If you find yourself resonating with some of the above signs, you are not alone – according to research conducted by Westfield Health, 45% of UK workers are close to burnout.

    This isn’t a localised issue either, with a Global Workplace report recently reporting that approximately 43% of people globally, experience burnout at some point.

    So, what are the next steps if you think you are suffering from burnout? Some ideas to help you manage burnout would be:

    • Set realistic expectations – many people tend to set overly high standards for themselves, which can naturally lead to feelings of inadequacy and stress. Try to focus on setting more realistic goals for yourself and celebrating your achievements along the way.
    • Actively manage your time – working in sprints and taking regular breaks throughout the day can help you recharge and stay focussed on tasks whilst you are working. This will also help you actively to manage a healthy work-life balance.
    • Learn to say “no” – a lot of people feel guilty saying “no”. It is however key to set boundaries and prioritise your own needs.
    • Prioritise self-care – try to incorporate exercise, meditation, gratitude, or relaxation into your daily life – consider setting aside designated time to ensure you do something that will help you every day.
    • Seek support – remember, if you are feeling overwhelmed, don’t hesitate to ask for help – whether this be from a friend, family member, colleague or professional. Also reach out for help when you need it.

    Perhaps you are reading this as a manager looking to support your team?

    As well as encouraging them to follow the ideas above, the below are some of the things we do at Strive to help our employees:

    • Monitoring annual leave – whilst we have unlimited annual leave at Strive, we do still monitor annual leave. This is to ensure people are taking regular breaks from the office, with us tracking on a quarterly basis how many days have been taken, and actively encouraging staff to take leave if they have used minimal amounts.
    • Holding regular 1-2-1s with staff – and starting the conversation by asking how the person is. Too often 1-2-1s can be focused on KPIs, targets and performance – don’t underestimate the impact that asking someone how they are (and being truly interested in their response) can make to them.
    • Leading by example – our owners and managers lead by example in terms of their time away from the office and setting boundaries for their availability – as well as their openness and honesty in terms of when they might be struggling or asking for help. We also have a Mental Health Toolkit available to all staff, which is regularly referred to, so all staff have access to external resources as well as the internal team.
    • Holding ‘wellness’ events – working in sales, we all know the stresses that can come with the environment. The ‘tradition’ in such environments has been a ‘work hard play hard’ culture, which we all know is not the healthiest! We therefore shut the office routinely for wellness days, with some recent examples being a walk in the Lake District, an office closure day for staff to do an activity of their choice to support their mental health, and a recent round of incentives with the prize being a wellness voucher.

     

    Burnout should be seen as a growing concern and it’s important for us all to be aware of the signs for both our personal mental health and to support our colleagues, employees or family members. By being aware of the signs and seeking support when we need it, we can reduce our risk of burnout and maintain our physical, emotional, and mental well-being.

  • US Pay Transparency

    If you recruit in the USA, you will be aware that as of this year, California, Rhode Island and Washington joined Colorado, Connecticut, Maryland, Nevada and New York in issuing legislation to ensure employers comply with laws related to pay transparency. 

    In this blog we will explore what the rules are for these newer areas, plus also offer a reminder of areas who already had such legislation. With fines varying across the different from $100 per violation all the way up to $5,000, ensuring you are aware of the laws, is important for both financial and reputational risk.  

    What is pay transparency and why is it important? 

    According to a recent survey by Monster, 98% believe that a company should disclose salary ranges on a job advert – with 53% advising they would be unlikely to apply for a role without knowing the salary first. 

    Salary transparency can therefore help attract the right candidates to your roles and create a more open, transparent and smooth hiring process.  

    Pay transparency is also more than just a salary listed on a job advert – when used correctly it can bring a level of transparency to a company to help existing employees understand why they are paid that particular amount and also how they can move up salary ranges. This can help build trust within a company and address any potential issues around gender pay etc, as well as helping retain high-performing staff.  

     

    The below offers a summary as to the relevant legislation within each affected State: 

    California 

    Employers who have fifteen or more workers (and at least one in California), must list the salary range on all job adverts for roles that will or may be filled in California, including for jobs that can be done remotely from the state. The salary range should also be given to any third party that the employer engages with to publish a job posting.  

    For all companies (of any size), current employees are also entitled to the salary range of their position, upon request. 

    Colorado 

    Employers with at least one worker in Colorado, must list the salary range and benefits (e.g., healthcare, commission, retirement etc), on all job adverts for roles that will or may be filled in Colorado, including for jobs that can be done remotely from the state. 

    Connecticut 

    Employers with at least one worker in Connecticut, must share the salary range for a position if an applicant asks for it, or when an offer is made (whichever happens first).  

    An employer must also provide the employee the salary range when they change to a new position in the company, or if the employee requests it. 

    Maryland 

    All Employers must share the salary range for a position if an applicant asks for it. 

    Nevada 

    All Employers must provide the salary range to applicants after a first interview, or when an employee is looking to transfer internally – even if the candidate hasn’t asked for it.  

    An employer is also prevented from asking candidates about their salary history.  

    New York (City) 

    Employers with four or more workers (and at least one in NYC), must list the salary range on all job adverts for roles that will or may be filled in New York City, including for jobs that can be done in the field or remotely from the city. 

    New York (State) 

    All Employers must list the salary range on all job adverts for roles that will or may be filled in New York State, including for jobs that can be done in the field or remotely from the city. 

    Rhode Island 

    All Employers must provide the salary range to candidates and current employees upon request but must disclose the range when they officially offer a role, whether that be to a new candidate or an existing employee transferring within the company, even if they have not been asked.  

    An employer is also prevented from asking candidates about their salary history.  

    Washington 

    Employers with fifteen or more workers (and at least one in Washington), must list a salary range and benefits on all job adverts, including for jobs that can be done remotely from the state. The salary range should also be given to any third party that the employer engages with to publish a job posting. 

    Other States to be aware of 

    Note, whilst the below states do not require employers to advise candidates of a salary range for their roles, employers should not ask candidates about their salary history as a way of determining their future pay. They can also not prevent employees from discussing pay: 

    • Alabama 
    • Delaware 
    • Hawaii 
    • Illinois 
    • Maine 
    • Massachusetts 
    • New Jersey 
    • Oregon 
    • Vermont 

    Here at Strive, we source top tier sales talent for scaling and hypergrowth tech companies. To learn more about how we can help your business scale, contact our team on 0203 983 0770 or email hello@scalewithstrive.com. 

    Note: As with any legal requirements for your company, we would always recommend you keeping up to date with relevant legislation and seeking external advice as needed.  

  • International Women’s Day 2023!

    International Women’s Day 2023!

    #EmbraceEquity 

    Today, we celebrate International Women’s Day 2023! 

    This year, the theme is ‘Embrace Equity’ with the aim of starting the conversation:  

    Why equal opportunities aren’t enough. 

    As the IWD website advises:  

    “When we embrace equity, we embrace diversity, and we embrace inclusion.” 

    Here at Strive, International Women’s Day, is not just one day to us – we are constantly looking for ways to improve our diversity internally, support our clients improve their workforce diversity and also look at how we can support relevant charities and give back to our community.  

    Over the coming months, we will be announcing some of the challenges and schemes that Strive will be supporting with over 2023 – more on this to follow, but hard work is already happening behind the scenes! 

    In the meantime, some of Strive’s female employees have taken the opportunity to share some of the best career advice they have received – we hope some of it helps you today and beyond: 

     

    McKenzie Powell, Operations Manager 

    The best advice I have been given is based upon communication: 

    The art of communication is key. 

    Whatever the gender of your Line Manager, it is critical to ensure a strong line of communication – by not communicating how something has, or may make you feel, you run the risk of affecting the quality of your work. Good managers adapt their leadership style to suit their colleagues – this is extremely important due to the difference of personality types.   

    Since taking this advice, my working relationships have only improved – communication is key!  

    On a similar note, I love the good old saying of: 

    There’s no such thing as a stupid question! 

    This couldn’t be truer! Never sit in a meeting or a business conversation and not ask a question out of fear. The right professionals respect and welcome questions and you will only benefit yourself through learning the answer! 

     

    Naomi Walsh, Business Development Manager 

    When I was asked to give my best piece of career advice, I struggled to narrow it done to one piece as I am lucky enough to have been given so many good pieces of advice!  

    Some of my absolute favourites and ones I try to live by every day are: 

    If you don’t believe in yourself, then who else will? 

    Don’t settle. 

    Focus on living your dream and not someone else’s. 

    Trust your instincts. 

    Working as a Business Development Manager at Strive can be a hard job at times. For every yes you hear, there have been multiple no’s, which can of course make it hard to keep motivated.  

    So, a very role specific piece of advice for anyone in a similar outbound sales role would be: 

    If you give it your all…..money will follow! 

     

    Hannah Aspinall, Headhunter 

    The best advice I’ve ever received is short, to the point and very memorable: 

    If you’re the smartest person in the room, you’re in the wrong room. 

    I love to be challenged. To learn from others. To continuously develop.  

    Putting myself in the ‘right room’, no matter how un-nerving it can be sometimes, leads to me getting better at what I do every day.  

    Whilst we can learn a lot from books, webinars and podcasts – learning at-desk, daily, from experts around you is, in my view, career changing.  

    I think it is also important to have your views challenged, to not just be in a room with people who all have the same opinion and experiences.  

    Through having our views and our ways of working discussed and debated, we will see better performance – both personally and at a company level.  

     

    Jess Hilton, Senior Headhunter 

    A piece of advice that has always stayed with me, was parted to me by one of Strive’s owners, Harrison Scott, when I joined Strive.  

    In a male dominated environment, don’t try and fit in and behave as your male counterparts would.  

    At a point in time, where I was concentrating on the negatives of ‘being different’, this advice turned that on its head, and made me see how this could actually be a USP and allow me to differentiate myself in a positive way: 

    Embrace the differences between women and men – and embrace them to stand out and get ahead of the game. 

    This gave me the confidence to not feel I had to pretend to be someone I’m not and showed me that difference can be powerful.  

    This keeps me focussed on doing the right activities and maintaining energy every day, knowing that my hard work will be rewarded.  

     

    Helen Dwyer, Marketing Manager 

    I will be showing my age now, but I feel very fortunate to have grown up in an era where my world was dominated by ‘women in power’.  

    Going to an all-girl’s school, day to day my life was overseen by women – at a time when we also had a female Prime Minister, as well as female Monarch. I never therefore saw a limit as to what women could achieve, as there were ample role models for me in every aspect of my life. 

    What a lot of these women had in common then however, was the need to almost hide being female.  

    Hiding emotions for fear of being perceived as weak; Thatcher infamously “pulling the ladder of equal opportunity up behind her” for women; those delightful power suits we all witnessed. To get ahead, you had to ‘act like a man’ (as our definition of this stood in the 1980s and early 90s).  

    I think an amazing thing now, and the best advice I’ve ever been given is: 

    Be yourself

    It’s short, its simple, it’s true. We can develop ourselves, continuously improve ourselves – but we should always embrace who we are and be ourselves.  

  • How to Set Realistic Goals for the Year Ahead

    How to Set Realistic Goals for the Year Ahead

    Over the years, you’ve likely become skilled at enforcing self-imposed targets.

    However, it’s a little more difficult to think on a much larger scale – setting goals that’ll carry you through to 2024.

    While it’s advised that SaaS businesses look as far ahead as possible, that doesn’t mean the planning process is easy. 

    In fact, it can be quite the opposite. 

    In order to get ahead of the curve and give your team clear targets to work towards… there’s some work to be done.

     

    THE IMPORTANCE OF ACCURATE GOAL SETTING

    First and foremost, you need to understand that setting goals incorrectly could cause unnecessary stress for yourself and your colleagues.

    SaaS environments can already be very high-pressure, and the last thing you want to do is add to the burden weighing on your team’s shoulders and cause unshakeable burnout. 

    Therefore, it’s crucial to take your time with goal-setting and get them right.

    You can’t just plan to double your sales by this time next year because it sounds like a “nice idea” that would make investors happy.

    There has to be evidence that suggests you can actually achieve this number before you proceed.

     

    HOW TO SET ACHIEVABLE GOALS FOR THE YEAR AHEAD

    Whether you are setting a significant goal that will:

    Guide the course of your organisation.

    Get a product ready for market.

    Boost your sales and revenue.

    You have to incorporate thought and care into every aspect of your process. How?

     

    STEP 1. GATHER THE RIGHT INFORMATION

    When you get started with setting goals for the year ahead, you need to first look at the business intelligence you have access to. Data from all across your organisation could prove useful to you – especially any that looks at your performance in years previous.

     

    STEP 2. IMAGINE A VISION FOR THE YEAR AHEAD

    Once you’re able to get a clear picture of the past, you’ll be able to start planning for the future. 

    At this time, you can afford to be a bit ambitious, first identifying where you’d like to be (ideal) and secondly picturing where you are more likely to end up (actual). Then, set a target in the middle of these two values.

     

    STEP 3. PREPARE FOR SURPRISES 

    It’s unlikely that everything will go smoothly. The SaaS industry is notorious for being agile and changing constantly. That means, before you can pinpoint your goals, you’ll need to start considering what factors might come into play in the year ahead, such as the upcoming recession.

     

    STEP 4. MAKE SMART GOALS

    When these have been carefully outlined and considered, you’ll be in a really good position to set specific, measurable, achievable, realistic, and timely goals for the year ahead. These should be motivational assets that can be used by you and your team.

     

    STEP 5. COMMUNICATE WITH YOUR COLLEAGUES 

    Before you can start working towards the targets, though, you need to actually speak to the team around you and accept their input. While you might have to make changes to the work you’ve already done, at least you’ll be able to factor in their contributions now rather than later. 

     

    STEP 6. CREATE AN ACTIONABLE PLAN

    With their help, you should be able to make a step-by-step plan that breaks down your annual goal into smaller segments. This should stop team members from getting overwhelmed and feeling like they aren’t making the right progress along the way.

     

    STEP 7. DECIDE ON YOUR KPIS AND METRICS

    As a part of this, you’ll have to decipher some KPIs that you’ll be able to evaluate along the journey. These are perfect for giving you the insight you need to provide additional guidance to your employees and ensure that the goals you set for the year were suitable (and not too extreme).

     

    STEP 8. TRACK PERFORMANCE

    With these metrics to hand, you can consistently record your progress and celebrate your achievements. At this time, you’ll have the opportunity to recognise and reward specific colleagues who are going above and beyond their line of duty in order.

     

    STEP 9. ADJUST YOUR EXPECTATIONS 

    Although it’s hard to admit when we’ve made a mistake, human error isn’t entirely unavoidable. When you are about halfway through the year, you should once again revisit your goals and see if they need adjusting higher or lower. The SaaS market could be completely different by this point or you could have onboard more team members that are accelerating your path.

     

    STEP 10. RINSE AND REPEAT

    By taking it steady and using a goal as a tool and not a guarantee, you can create a really effective system for motivating your team. When you set goals for the year ahead, you’ll be able to clearly outline your expectations and set the foundations for a rewarding career in SaaS.

     

    AN EMPLOYEE’S ROLE IN MEETING TARGETS

    No matter how much planning you do, goals can’t be met without an organisation-wide effort.

    Unless you have full commitment from your colleagues, you’ll struggle to hit your targets during the year and will find yourself falling further and further behind.

    Therefore, it’s crucial that you work with your existing colleagues to make your dream come true. Part of this is recognising when you are asking too much of your team.

    If this is the case, you’ll have two options. 

    Either you can readjust your original plan (thinking a little smaller) or you can onboard more employees to fuel your success. We know which option we prefer.

     

    STRIVE CAN HELP YOU BUILD AND DEVELOP AN ELITE GO-TO-MARKET TEAM

    Here at Strive, we source top-tier sales talent for scaling and hypergrowth tech companies. To learn more about how we can help your business scale, contact our team at 0203 983 0770 or email hello@scalewithstrive.com. 

  • Enabling and Motivating Your Team in a Challenging Economy

    Enabling and Motivating Your Team in a Challenging Economy

    When it comes to enabling and motivating your go-to-market team in the current economic climate, there are numerous challenges SaaS companies will be facing. One of the main thing’s employers need to be aware of is that it is currently a candidate-led market due to the global talent shortage, so employee retention is just as important as employee attraction. 

    To ensure you keep your GTM team motivated, there are various factors to consider to ensure your workforce isn’t tempted elsewhere in the current challenging economy. 

     

    MAKE PIPELINE BUILDING AS EASY AND STRAIGHTFORWARD AS POSSIBLE

    If your salespeople are struggling to build or maintain their pipelines, they could require simple guidance and advice, or possibly additional training to bolster their own processes. How do you currently enable your existing team to build a pipeline of customers or clients? Do they have multiple streams of leads coming in from marketing and direct sales activity? Are there tools they are currently using that they need to utilise in a more effective way?

    The best way to determine if your team needs guidance on how to maximise their pipeline building is to ask for feedback from your most successful team members. What are they doing that other members of the team could be doing? Are they mapping effectively? Is their mentality right when it comes to the importance of having a constant pipeline in place? Get feedback from your employees to discover how and where pipeline building can be made easier.

     

    IMPROVE TIME MANAGEMENT AND PRIORITISING TASKS

    When it comes to sales enablement, one of the most straightforward ways to empower your GTM team is to ensure they’re using their time effectively. Anyone working within a SaaS company knows that no two days are the same and keeping on top of the volume of tasks at hand can be a challenge. 

    In order to service customers in the most impactful way whilst also staying motivated, your team members need to possess the skills to prioritise their tasks and manage their time. If they lose track of where they are up to, over time this can lead to burnout. Review your current reporting processes, ask your salespeople if the tools they are using are saving them time, and review the entire sales process end-to-end to see where time can be saved. It may simply be that your team members need to use a project management system that is more streamlined to be able to stay on top of their work – the best way to find out is to communicate with your team members and ask where they need help.

     

     SHORTEN THE SALES CYCLE TO INCREASE PRODUCTIVITY

    Similar to improving time management and prioritising tasks, when it comes to increasing productivity amongst your team members, asking them for feedback is invaluable. They are the people using the tools available and processes they have learnt in training to complete their daily tasks. So, if something can be improved to shorten the current sales cycle and increase what they can achieve on a daily or weekly basis, they will be the ones who can tell you what needs changing.

    Create a survey and send it to your GTM team asking for feedback on the current sales cycle and what they think needs to be updated, improved, or removed altogether to help them be more productive. Analyse the general feedback and implement any improvements needed to keep your team feeling motivated, and most importantly, listened to.

     

    OFFER INCENTIVES BASED ON THEIR ACHIEVEMENTS

    Salespeople aren’t strangers to KPIs and targets, but unless they’re the kinds of targets that will keep them motivated, they will soon become uninterested in maximising their sales. 

    Review what is currently in place and suggest a variety of new incentives for your team members and ask them which they would prefer. Simply offering a quarterly bonus, a team night out or gift vouchers based on their performance might not be the way to go – after all, different people are motivated by different things.

     

    PROVIDE YOUR GTM TEAM WITH RECOGNITION 

    It might sound obvious but providing your employees with recognition is a vital tactic when it comes to keeping them motivated, particularly during challenging times. 

    A 2020 survey conducted by Kelton Research found that when asked about ‘expressions of appreciation for their loyalty during times of organisational difficulties’, employees wanted verbal recognition for their performance (32%) and company-wide recognition for their accomplishments (24%).

    Whether it’s during team meetings, via email or as part of a company-wide presentation, providing your employees with recognition is a key factor in keeping your salespeople feeling motivated and appreciated for their hard work.

     

    CAREER DEVELOPMENT PLAN

    One of the biggest challenges for SaaS companies when it comes to retaining staff is losing their employees to organisations with a structured career development plan in place.

    Your team members will want to know how they can effectively do their job, what they can do to earn more money, what their future at the company looks like, and how they can develop both professionally and financially. Having a clear understanding of what is required of them to be promoted, and what the next steps in their career will specifically look like, is one of the most effective motivational tools an organisation can provide. 

    After all, unless your GTM team knows what is expected of them, what they are working towards, and what they are provided with to achieve these goals, it will be difficult to stay motivated and keep productivity moving in the right direction.

     

    SUPPORT IN DEVELOPING A BEST-IN-CLASS GTM TEAM FOR YOUR SAAS COMPANY

    Here at Strive, we source top tier sales talent for scaling and hyper-growth tech companies. To learn more about how we can help your business scale, contact our team on 0203 983 0770 or email hello@scalewithstrive.com.

  • The Challenger Sale: Key Traits of The Challenger

    The Challenger Sale: Key Traits of The Challenger

    In last week’s blog, we discussed ‘The Challenger Sale’ by Matthew Dixon and Brent Adamson, and discussed how their research had uncovered five different types of sales reps:

     The Hard Worker

    The Challenger

    The Relationship Builder

    The Lone Wolf

    The Reactive Problem Solver

    This week, we explore which of these sales types their research showed was the most successful in terms of sales performance.

    As discussed, their research compared top / star performers to those in the ‘core performance’ bracket. Interestingly, when the performance of core performers was reviewed, it was a relatively even spread across all sales types. 

    “No profile dominates among average sales reps”

    However, whilst the research indicated there was no specific profile for core performance, it actually indicated that one type stood ‘head and shoulders’ above the others in terms of performance.

     You’ve probably already guessed which based on the title of the book, it was of course: The Challenger

     Nearly 40% of high performers in the research displayed ‘The Challenger’ characteristics.

     

    So, why is this profile so much more successful?

    As we discussed last week, Challengers like to debate, teach and provide new ways of thinking. The most significant traits identified to their success were:

    • Offers the customer unique perspectives
    • Has strong two-way communication skills
    • Knows the individual customer’s value drivers
    • Can identify economic drivers of the customer’s business
    • Is comfortable discussing money
    • Can pressure the customer

    Moving on through their research, Dixon and Adamson realised that these characteristics could be put into three categories – which they believe sum up the key abilities of a Challenger:

     The Challenger is defined by their ability to do three things: Teach, tailor and take control.

    • Because they have a unique perspective on the customer’s business and strong two-way communication skills, they can teach for differentiation during the sales process
    • Because they know the customer’s value and economic drivers, they can tailor for resonance
    • Because they are comfortable discussing money and can apply pressure to the customer, they can take control of the sale

    If you want to learn more in the meantime, the book can be purchased here about B07SG7LNS3.