Fuentes Friday Edition #0064

This past week, I have been writing about the science and art of sales. On Wednesday, I said that if I had to choose one over the other, I would choose the science. People who have interacted with me in the real world but have not been through Maestro training were a bit surprised.

They thought I was an art guy. Someone who believes that personality in sales is more important than process. Why? Well, I guess you could say I have a big personality. That big personality allowed me, at a young age, to do very well in sales, talk my way out of trouble, talk my way into jobs, and generally have a pretty privileged life.

The problem came when the stakes became elevated. When there were expectations associated with the job I had talked my way into. There was actual work that needed to be done, not just spoken about.

When I first became a sales manager, I was all art (talk). I was able to charm the hiring committee (this had become a pattern in my life) and was elevated to a role that I was way underqualified for and had no business having. I talked a good game, but did not have a process for leading or managing.

This became blatantly apparent to one of my sellers, Billy, who, during our 1:1, called me a clown for not knowing the numbers or having tactics behind my strategy, for being all sizzle, no steak. Kindly, Billy never told my boss I was a clown. I am sure he just figured that my boss would one day realize I was running a circus. Which, pretty quickly after being promoted, my boss figured out.

I was demoted.

I was given an opportunity to work for and eventually learn from a great manager (strong process). This manager showed me what it was like to use data to influence and motivate, how to structure your day to be most effective, and the value of frameworks for 1:1s, pipeline meetings, and strategy conversations. He had managing down to a science, and he was consistent.

He was so process-driven that he was able to identify very quickly when things were off with his employees and the business. He was also super dry, like old saltines. Yet, he always crushed it.

Sometime later, I started thinking about my interaction with Billy. What stood out to me was that none of my other sellers had called me a clown. I reached out to them to ask about it, and they told me that they didn’t think I was very good at my job, but they liked me. They thought I was funny and cool (their words, not mine), so who cared if I sucked? I was easy to be around. I asked how they were doing now under the new manager. They said they were working harder but making more money.

This started to shape my thinking that success in sales is driven by executing on process more so than by being likable. That’s why, today, when I am hiring salespeople, I look for the most process-driven individuals.

Are you hiring and want to know whether you are being charmed? Reach out, and I will send you a hiring guide to mitigate that risk.

You can get weekly helpful information for sales professionals by following my company’s Maestro Mastery blog here.

Let me know what you think about this week’s edition of Fuentes Fridays. Which section was your favorite? How can I make this better? Shoot me a message on LinkedIn @willfuentes.

Until next week!

Thanks,