I’ve been working one-on-one with our directors of sales and business development, Zack Reichert, each Monday in sessions we call “Top O’ The Funnel.” Zack doesn’t report to me, but I love helping develop those around me — especially on the journey from manager to leader.
I routinely ask Zack where he’s stuck. He wanted to continue developing his direct reports but also wanted to grow his own book of business without “taking from his men.” I loved his energy around that. Companies often make the mistake of promoting a lone wolf sales hunter into the sales manager role and they end up eating their young. Zack’s not like that. He’s a great coach and other-centered. He decided on a personal $1MM sales goal and said he didn’t want to let that get in the way of his desire to coach up two of our newer sales team members.
Also by Henry Clifford: The EDGE Sales Coaching Framework
I’ve faced this same challenge and shared my own experiences with Zack. In the early days of Livewire, I tried to never to go alone to a consult or other client meeting. Whoever came with me was responsible for taking notes, sending recaps, and scheduling follow-ups, enabling me to move on to the next project without any homework, optimizing my time, and enabling the junior employee with me to learn quickly in the field. It’s been a perfect method, and I stole it fair and square from my time in Scouting.
The Scouting movement has a program called “Youth Protection Training” designed to keep kids safe and prevent child abuse. The most important element of this training is what’s termed Two Deep Leadership. It’s pretty simple. As an adult, it’s important to always have another adult or Scout around whenever one-on-one with a youth. Turns out Two Deep Leadership is applicable across myriad moments in life, especially employee coaching opportunities. If you’re alone with the client, no one’s learning, and you’ve got homework. Two Deep means you can “show up and throw up.” It’s the ultimate time-optimization hack for any coach or mentor.
After stepping Zack through Two Deep Leadership, a lightbulb seemed to go on for both of us.
We’re set to check in over the next few weeks, and I’m looking forward to hearing his progress.
Also by Henry Clifford: The Alternative to Cold Calls
Two Deep isn’t just for sales. Every role in the company should always be training up its successor. Our installation department has a full-time player-coach role where their van always has a rotating cast of characters riding shotgun.
What kind of leader are you? Two Deep or going it alone?
Stay frosty, and see you in the field.
