Episode Summary
A common misconception regarding sales teams is that they ignore rejections and try to sell at any cost. But, modern-day and high-quality sales departments don’t fear rejection. Instead of trying to sell, they focus on understanding the client’s needs and challenges and demonstrate that they are trustworthy partners.
If you aspire to have such a sales team, you need a leader who understands that employees need to pause and take a breath to perform well and deliver the desired results. You also want your employees to be courageous.
In this episode of Taking the Lead, our host Christina Brady welcomes Kim Mirazimi, Senior VP, Commercial Sector at 3Pillar Global. Kim and Christina discuss courage in the workplace. Kim explains that being courageous means being intentional, well-prepared, and curious. She also reminds us that we are humans and encourages everyone, especially those in sales, to not be afraid of asking questions and admit that they are wrong. It is the only path, Kim says, to professional growth.
Guest Profile
- Name: Kim Mirazimi
- What she does: Kim is the senior VP, Commercial Sector at 3Pillar Global.
- Company: 3Pillar Global
- Noteworthy: With a rich sales background, Kim is on a mission to help her team hone their craft and excel at their job. She is a trusted advisor to executive and corporate teams with direct success in Product Development, SaaS & Professional Services, Sales Leadership and Execution, Community Building, Customer Commitment, Global Delivery, and P&L.
Key Insights
- Allow life to surprise you. As a business major with a minor in international marketing, Kim didn't think she would end up in enterprise software sales. Also, she hadn't considered switching to services, but that's what she did when an opportunity arose. Life is not linear, Kim says, and encourages us to embrace and seek change. ''Never think that you will always know your path. You have to go where life takes you. And when you're on that journey, make sure you're doing what's right for you and what you're going to enjoy because the journey is long and takes up a lot of your time. Make sure that you are selective, and that's one of my life lessons — be selective about your next page in your next chapter in the next book you choose because it's fulfilling.''
- Stand up for what you believe in but come prepared. More and more organizations are embracing the idea of creating an employee-first culture. Such policy encourages employees to speak openly about their beliefs, doubts, and concerns and contributes to the success of a business. As a leader, Kim encourages her team members to share what they believe will benefit the company and be courageous. However, she says, courage must go hand in hand with good preparation and a solid hypothesis. And, when you present it to the executives or stakeholders, there are two possible outcomes. ''They're gonna say, 'Christina, my gosh, you took time to learn my business. You are spot on.' Or they're gonna say, 'Wow, Christina, you are not there; you are close, but let me explain it to you. Let me tell you what it is.' They're so appreciative that you took the time and energy and were brave to go there on that hypothesis. [...] Either way, you win. Either way, you earn credibility, respect, and can continue that conversation.''
- Don't sell. Instead, help your clients overcome their unique challenges. Regardless of the industry you are in, everything revolves around sales. However, modern-day customers are not interested in hearing how amazing your products or services are. On the contrary, they want to know you understand their business needs and are worth partnering with. So talk less, listen more. ''Sometimes, I'm not the smartest person. But [then I say], 'I think I've got it. Can you help me? Can I pick your brain on this?' And then you disarm people because they don't feel like you're selling anymore. They feel you're trying to understand [...] and come up with their hypotheses. Most people are so intrigued by you allowing them to teach you about what they do. It's like grandparents teaching their grandkids or mothers and fathers teaching their children. [...] We have to let people do that.''
Episode Highlights
What Stops People From Pursuing a Revenue Production Role?
”People have a fear of not doing it well or being wrong or being rejected. Oh my God, don’t! If you can’t be rejected, don’t be in sales. You’re going to be rejected way more than you’re going to be accepted. And that’s part of your fabric and of your craft, and [you have to] figure out how to brush yourself off and pick yourself up. […]
I think that people need to be very intentional. […] We know sales is a game of numbers, and it’s a game of execution. You have to execute intentionally and focus, or it’s not gonna happen. You’re gonna get pulled here, pulled there, and you have to pull yourself and figure it out, and that’s a hard thing to do.
Mentors can help you with that, but […] I think people get clouded. There are too many other things in life; it’s not just work. But the execution is hard because there are too many distractions.”
Courage in the Work Environment and How to Show It
”[It] is the polar opposite of how salespeople think. Salespeople are all ‘Run, run, run; go, go, go.’ No! Stop and pause and take a breath. […]
The other thing that my team gets sick of hearing me say is ‘connective tissue.’ There’s connective tissue everywhere. A goes into B, which goes into C, which goes into D, and you keep going. You’ve got to B, so stop and take a breath. It comes down to the adage: plan your work, work your plan. […]
Part of your job is to prepare yourself. And that’s not only understanding what the company does, and ‘I’m getting the background,’ but the same: take the time and pause. Your job is to prepare your foundation to go in.
I am much more comfortable reporting to our board when I have prepared for two weeks with the rest of my colleagues. I can go into that with confidence. I can go in knowing my numbers.
Hypothesizing is another huge thing that I push heartily. Hypothesizing what I believe they’re going to ask of me, the curiosities they’re going to have, and where they’re going to point me. I need to be ready to speak, address, understand, or say, ‘I don’t know,’ which is fair too.”
The Way We Treat Each Other Could Always Use Improvement
”There’s a side of humanity that I think people forget about. We are all here trying to achieve an end goal. Mine may be different from yours. We may or may not be aligned, but we’re all going for the same thing.
And we’re all trying to do our jobs and do them well. And maybe you don’t like all of it, but I’m still a human, and you’re still a human, and we need to treat each other with respect.”
