WINT - Water Intelligence

UK Country Manager

SK Perform

GTM Strategy & Implementation
Sales Leadership Training & Development 
Sales Leadership Coaching

Founder

Matterport

- Achieved 130% of team quota in 2023
- Achieved 106% of team quota in 2022

Responsible for leading and driving direct sales for the EMEA region. Managing, coaching and developing a team of account executives and senior account executives.

Sales Manager - EMEA

Rightmove

- Achieved 119% quota 2021
- Achieved 101% quota 2020
- Have built and scaled a high-performing team of over 25 people.
- Built a new business unit and team from 0 to over £30K monthly recurring in just 4 months
- Improved team customer retention by 43%
- Increased team monthly subscription revenue by 30%

Responsible for leading and driving the account management team and customer success team within the estate agency side of the business.

Also responsible for our new schools division.

Consisting of 3 Sales Managers, 16 Account Managers, 2 Customer Success Managers and New Business Consultant.

Head of Sales - Schools and Account Management

Responsible for leading and driving the account management team and customer success team within the estate agency side of the business.

Head of Account Management

Responsible for leading and driving a team of 8 telephone account managers within the estate agency side of the business.

Sales Manager

thyssenkrupp

Sales Development Manager

Sales Executive

Dynamic Metals Ltd

Knight Strip Metals Ltd

Business Development Manager

Wilsons Metals

Sharing Tips & Talking All Things Sales Leadership | Experiences From Building High Performing Teams With The Likes Of Rightmove | Matterport

Lead the UK for WINT Water Intelligence. 
Water management system which detects & stops leaks at source using AI.

Founder of SK Perform.
Leadership coaching, training & development.
GTM strategy & implementation.

Saw this at weekend and it resonated 

I am guilty of it…

The persons still talking and you have that response in your head

That must ask question that you are trying to keep in until they have finished…

Well your listening goes completely out the window! 

You miss bits, you make assumptions..

The best leaders and sales people I have worked with…

You can see them absorbing the information
Pausing before they respond to digest

Don’t neglect how important listening is

Understand how to improve it…

Be mindful of it..

Have post it notes round your screen as reminders..

and watch the assumptions go away!

Thoughts!?

Scott Kingsbury

Heard this yesterday and it resonated…

The biggest opponent you are going to have in your career…

Is yourself!

What you tell yourself day in day out is either going to block you 

Or 

Push you forward

Nail that mindset…. The rest will follow!

When you have to choose to be a super hero….

Do what my 4 year old Bella did….

Be kind 
Be caring 
Be your own super hero

Always be you!

Ps flying and breathing underwater is optional.

Everyone is different….Which means your team will….

- Learn differently 
- Work differently 
- Want different flexible arrangements 
- Face different challenges 
- Want different things 

Which means you have to always…

- Dial in your emotional intelligence 
- Flex your style 
- Understand your team
- Listen
- Be flexible 
- Communicate effectively 

Thoughts? 

Ps Different ways of thinking, working, learning provides great creativity…. Don’t resist it

Rest is underrated….

In a world where it’s easy to keep going and going…

It’s so important to switch off and refresh! 

And my weekend consisted of exactly that! 

This is my happy place!

“I have always done it that way”

For me a phrase that can get you left behind

For me a belief that there is always a way to improve “that way”

If we don’t do it…. There’s going to be someone else to come along and better “our way”

Reflect, learn, adapt…

That is all.

Heard this yesterday and it resonated..

“You will succeed if you pursue something you are truly passionate about.”

When I reflect…

The roles where I have felt this

I have been the most successful…

Where the ones where I haven’t… I haven’t been as successful…

Sometimes it’s the most simplest of things that make you stop and reflect!

Friday thoughts…

As soon as you find the things that truly motivate you…

The values that mean a lot to you…

The decisions and choices you have to make..

Become a lot easier!

The power of reframing! 

That is all….

Ps shout out to Lizz Fosslien for the amazing illustrations!

Going outside your comfort zone is daunting…

The anxiety kicks in…

The fear…

The what if thoughts…

This pictures sums it up for! Visualize what it will look like…

As what you do today, becomes easier tomorrow! 

Let’s go! 

Ps shout out to Lizz Fosslien for the illustration!

Customer Success…. Where are you….

We are hiring!

Great opportunity to be part of a team and region that is growing…

Want to feel part of something that is making a huge difference…

Keen to be coached and developed…

Huge opportunity to make it your own…

Then this could be for you!

Do you;

- Love delighting clients 
- Experience in managing and growing accounts through building value and trusted relationships 
- Have an understanding of being able to spot opportunities and gaps
- Love working cross functionally 

Link is in the comments!

Any sharing, support is most welcomed!

Ps would love to see thinking outside the box to help you stand out from the crowd of applications!

Here are 9 things I would be doing if I wanted to become a sales leader…

1. Nailing your current role - that doesn’t just mean quota… behaviours, attitude, mindset etc

2. Going above & beyond within & outside of your team - build those networks outside your immediate team

3. Analyze your own performance, you as a person, the processes you go through. - build a plan from there, what do you need to improve, what needs changing etc. 

4. Mentoring/buddying people in your team - don’t just think of new people in the team, can you get an under performer turned round?

5. Owning a topic & become the subject matter expert - eg prospecting, discoveries.

6. Listen to your and the teams calls - pick out coaching moments

7. Practice coaching with peers - implement 3-2-1 feedback, 3 things that went well, 2 things you would do differently, 1 thing to go away and develop.

8. Connect with sales leaders on Linkedin - DM them for a 15-minute chat. Understand there challenges, what they like, what they would have done when starting out.

9. Feedback - always be obtaining feedback on all of the above. 

Document what you have done…

Detailing clearly what you did, the results it provided…

What would you add? 

Ps Leadership is tough… Ensure you are thinking about it for the right reasons and not just the title!

Here’s my 3 things I look at across my team to help spot gaps and get results…

1. Performance - where are we winning? What do our core KPIs look like? Pipeline gen? 

2. People - motivators? Personalities? Who’s in? 

3. Processes - what’s working? How do they work? What’s not working? 

I mix all that together and pull out;

- 1 thing we are doing well and want to double down on
- 1 thing we need to focus on for the next month

This then creates part of my monthly/quarterly plan for development…

I have 1 hour a week team training booked in…

Which we then…

Coach, practice, train, coach, practice, train etc 

Thoughts!? 

Ps making time to do this away from the “day job” for me is game changing

Coming to the end of quarter and spotting gaps too late in your opps….

Here is a simple way I have used to help my team spot gaps in their biggest opportunities

- Split the team out into pairs

- Get them to write MEDDPICC on a whiteboard

- Talk through the detail they have for each part of MEDDPICC from their opportunity chosen

- Present back to the group the gaps they have 

- Group challenge them to ensure they have dug deep enough in certain parts (especially around pain, metrics, decision criteria)

- Set clear actions 

Super simple, super effective.

Thoughts!? 

Ps The key is your team to be aligned and understand whatever deal qualification process you use. 

Pps Don’t forget to have SDRs & solution engineers involved.

I don’t have enough time to do that!

Just remember….

2 hours is just 1.19% of your week…

4 hours is just 2.38% of your week…

Is it time or is it importance?

“Run your own race”

In a world where it’s so easy to make comparisons…

The only comparison to make is with yourself…

Where were you;

2 weeks ago
6 months ago
2 years ago

Let’s go!

Ps shout out to Lizz Fosslien for the illustrations!

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