positional power

In this episode of the Revenue Builders Podcast, we take a second look at some of our sales leader interviews over the past few months. This episode features lessons learned from three powerhouse revenue builders.

Hear from Veteran Sales Leader Carlos Delatorre on hiring while you scale. Founding CRO of Procore Dennis Lyandres talks about leadership lessons learned and the hard reality of letting people go. And, Tenable Chief Operating Officer Mark Thurmond talks about Command and Control leadership and removing friction for your sales teams.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:51] Carlos Delatorre shares a common mistake made by first-time sales managers.

[00:05:57] The importance of assessing the readiness of leaders.

[00:08:20] The challenges of scaling without the right leaders.

[00:15:22] Taking care of oneself is crucial for making good decisions.

[00:18:15] Importance of managing time and prioritizing tasks as a leader.

[00:19:21] Paying attention to small actions to understand people better.

[00:23:56] Dennis Lyandres discusses his journey in recruiting and training his team.

[00:25:26] The importance of taking ownership in hiring.

[00:26:44] The need to learn from failure in recruiting.

[00:39:29] Communication, work ethic, becoming an SME, mentors

[00:45:53] Mark's ability to simplify and remove obstacles for his team.

[00:46:31] Mark's approach to removing friction in the system.

[00:48:25] The importance of influential leadership over command and control leadership.

[00:52:27] The power of persuasive power over positional power.

[00:53:34] The importance of explaining the “why” to get people emotionally connected.

[00:54:49] The impact of the why on successful M&A integration.

[00:55:23] The focus on validating conviction over compliance in leadership.

Learn more about our guests through the links below:
Carlos Delatorre’s LinkedIn: https://www.linkedin.com/in/cadelatorre/

Dennis Lyandres’s LinkedIn: https://www.linkedin.com/in/dlyandres/

Mark Thurmond’s LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/

Check out John McMahon’s book here:

 https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

As a leader, being in a position of authority grants you the inherent capacity to influence others. In the next installment of our Finish Strong Friday series, we will delve into another facet of power—specifically, the power of positional authority that motivates individuals to acknowledge and adhere to leaders. Discover practical techniques for leveraging this positional power from your leadership toolkit today! 

Key Takeaways To Listen For

• Positional power and the significance of using it to influence others
• The concept of positional power in organizational leadership and how to implement it effectively
• Strategies to prevent the misuse of positional power
• Ways to leverage positional power to drive positive change and achieve a better future
• Reasons behind customers' high esteem for individuals in leadership roles

Resources Mentioned In This Episode

• EP126: Unlocking the Power of Influence, How to Harness Coercive Power for Positive Change
• EP129: Motivate to Elevate, The Transformative Power of Positive Reinforcement

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Is power a bad thing?  Does it corrupt absolutely?  Power is an ever-present and complex construct.  This is part one of an ongoing series about power.  This episode lays the foundation for what power actually is (it's a real thing) and introduces two kinds of power: positional power and personal power.

Opening quote: "Nearly all men can stand adversity, but if you want to test a man's character, give him power." -Abraham Lincoln

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