Well, well, well, if it isn't the bloody 5th of June. Can we sing the song? 5th of June, 5th of June, 5th of June, 5th of June. So, so nice. What do you think about that? That was lovely. And do think the test results will come back positive? Yes. Yes, me too. So it's all about go save yourself. That's the theme. What? I was going to say go fuck yourself. Thank you.

And this is from Easy for You to Say, it's Epictetus. Easy for me to say. We cry out to God, how can we escape this pain? Don't you have hands or did God forget to give you a pair? Sit and pray your nose doesn't run or better yet, wipe it yourself and stop looking for someone else to blame. Very specific with the wiper nose, isn't it? Very specific. And obviously they didn't even have Kleenex. No. Yeah.

So it's just your finger. Maybe. Or like your sleeve. Did they have sleeves? Well, don't know, but Slick will put their Instagram handle in the bio for sleeves. Who wants to check out sleeves after this one? Green sleeves. So we've all worked with them and some of us still do. People who sap the energy a little bit in the sales team. You know, like complainers. The only reason I'm not hitting target is because if I had better leads, I could do more of.

They're only getting that because of egg. When I say that, does your mind go to, yeah, I've got, I've got experience in this. Yeah. Friends actually. No, I'm joking. I'm joking. No. Yeah. It does. There's a lot of call them out. Give it Instagram handles. No, can't give us something where it was like that actually had a toll. It played a part on like the mood of the team. Yeah. Do you know what? I'm actually quite an, I'm quite easily influenced. won't lie. So being honest, sometimes

people's negative energy, I can get sucked in if I'm not in the right headspace that day, you know, or even that hour. If I've like come out of a meeting, I'm a bit like, well, I feel a bit whatever. I've got no energy today. And then someone's like, yeah. And Fiona's doing my head in and I'm like, yeah, she is actually even though she's not, but I'll just, you know, you get sucked into it. So I think it's, ⁓ I've definitely worked with a lot of salespeople that was something else. That's the issue. Like it's not, I have not being honest. Like, look, I just haven't put enough graft in this week or.

⁓ I got no connects. It's like, that's literally, if you, if you're doing what you should, it's pretty much impossible, but then always be a reason. So yeah, I am, I have found myself though, sometimes getting like sucked into that energy. So I think, ⁓ one thing I do try and do is before I react, I'll just like take a step back and like, am I actually annoyed or am I just agreeing with people? That's really nice. The phrase that kind of springs to mind is even if it's not your fault, it's your responsibility.

So then if you found yourself in a negative state of mind, how do you like snap out of that? Yeah, I think sometimes just like taking yourself away from, again, if you're quite like an impressionable person where I think it's always important to be part of a team. Because I think being on your own, like again, you can like fall into whatever energy you're feeling. And if you're in good energy, people will bring you up. But in the same breath, if people are feeling negative, they'll bring you down.

So yeah, if I ever find myself in a bit of a negative headspace with other people or just myself, I'll just take myself away and just do something that makes me happy. Either listen to some good music, go and get a matcha, go for some fresh. I actually think getting some fresh air sounds like the most basic thing ever, but really actually sorts you out. ⁓ And you live in Manchester, so that must be hard. Rain done, basically. Where's the freshest air in Manchester? You had a staley bridge? My fridge probably. Your fridge?

Yeah, a little bit cold air, you know, and you can just like hit yourself some cold air. head in it? Yeah, just like have look around. That's like, who was that poet? He used to put her head in the fridge. You think it's Sylvia Plath who put her head in the oven? Oh, yes. Gorgeous poem, sir. What about leaders then? Right. So I think too, I heard this thing once and I thought that is so true. It was basically saying really shit leaders are reactive. Right. So they'll go like

where's the next deal coming from? Oh, for fuck's It's like lot of slamming about and reacting to things that are happening in the room. And where's that deal coming in? And where's the next thing coming in? But really good leaders tend to just anticipate and go, actually, you probably need a bit more input there. Or do you want any help with this? you going on a holiday at this point? Do you want me to? So have you got examples of this person was actually one of my better leaders to manage me because they did X, Y and Z and maybe ones that got it totally wrong? Yeah, there's a few that comes to mind.

I haven't worked for that many, so I can't, I can't be too specific, but ⁓ yeah. So a sales leader where potentially weren't giving you what you want is when everything's like really optimistic. I feel like that's not what you need as a salesperson. You almost need, it's your job to be optimistic about what could happen and deals that might close or whatever. And then it's almost their job to like qualify out.

So they should be saying like, what happens if that doesn't happen though? Like, how does that not happen? ⁓ I know everyone's got their own approach, but for me, any leaders that have like joined me in my optimism or my happy years, I haven't performed as well because they haven't held me again to account or I've run away with what potentially could happen. And they haven't said, actually, you haven't got this person or

And I think the good thing about sales leads, they can take a bird's eye view of it because you're in like the weeds and the day to day and you've got the relationships built. They should be able to like look at it from above and say, that doesn't look right. Or we've closed a deal recently and you haven't done that. Or so yeah, think overly optimistic leaders, although they're great to work for and they bring the energy. ⁓ that's where I haven't performed as well. More like rigid and task focused leaders are where I

have got the best out of me personally, because I'm more passionate, optimistic, happy year salesperson. So I need them to be like, that's not that potentially isn't going to happen. Like you need to be more realistic. how do, so this is, this is a, an interesting question. How do they challenge you without being a dick? Because there's a fine line, isn't there of, of I could come in if I was your leader and coming into the room and being like, well, no, that doesn't look like that. And then all of a sudden your superpower, your optimism, I've shot you down. And then it's a case of.

I don't really want it. And then you might go out on the floor and you're slugging off trees or whatever it was. But those those kind of things. How do you get managed effectively where you're held accountable, but you can remain optimistic? Yeah, I think again, this comes with an age thing where I kind of know how I want to be managed because I've worked for number of sales leaders. my current leader, I actually appreciate people to be indirect, whereas other people potentially don't. They need more soft like.

But have you thought about this? Whereas I'm happy for him to say to me, I don't think that's going to happen. And I have to like prove why it will. And then as we're talking through potentially why it will happen, I'm like, no, no, I've got the right person. They've agreed to this day and the docuSign is going to be sent on this day. ⁓ and he's like, okay, that sounds plausible. But like, if I'm happy with directness, so I, I've, I can kind of be clear on how I want to be managed. Whereas I think it's kind of a conversation like

salespeople and leaders need to have of like, how can I deliver bad news to you or how can I challenge you on this? And you both need to agree it. I think that's really important because otherwise you could get to situation where you're really happy. They're trying to just be a good manager and like be direct and forecast properly to the board or whoever. And then you're like, but they're, just zap on my energy all the time. So I don't really want to work well for them. So I think, yeah, it's a fine balance, but as a leader and as a salesperson, you almost need to like have that conversation of like.

What kind of person are we and how do we want to work together? I'm guessing your current leader is like this. Yeah, he's great. Have you got other people within your team who actually needed totally different style? Yes. And how do you think that gets managed? Yeah. So again, we did like an external company came in and we just focused on like our strengths. And then it actually like partnered you together of like, I'm a expressive, forceful person, apparently. ⁓ Whereas he's more of a

platonic, like whatever person he is. I can't remember how it like characterized him, but, and then it kind of gave us some prompts of how we work together and how he should manage his team ⁓ based on the kind of personalities we have and how we work or like, you risk averse or are you, do you run towards danger or do you, you know what mean? All those kind of like personal profile things that it does. So yeah, there are people on the team where they don't like to be spoken to directly and he has to be more like fluffy or.

maybe more specific, whereas I'm happy for him to go, I don't believe this deal. Like he doesn't really have to be so specific with me because I'm just, I'm happy to have like a more of like a informal conversation. Whereas some people liked it to be really formal and like, okay, well, how can I action on that? What do I need to do? Like need to give me some actual actionable insights or whatever. so yeah, he definitely asked him, there's, there's seven of us on the team. So he's got a few personalities to work with.

Nice. I feel like this conversation has been action packed for salespeople, sales leaders. I've enjoyed it so much. I've been Jack Frimston. I've been Zach Thomson. I've been Soph Ellis. Remember You Will Die? Sven, Sven, Sven, Goran Erickson. It's Murder On The Dancefloor.