MSMP 129: Tony Jalan on Sales Expertise and His Unique Approach In Scaling

My guest for today’s episode of the Mads Singers Management Podcast is Tony Jalan; Tony has been in sales and sales management for 24 years & has also worked with John C. Maxwell, where he has learned tons of lessons. As an executive leader, he helps develop sales leaders in all businesses by connecting them to the right tools, resources, and people to help them live out their best lives.

Like management, many business owners tend to expect a lot when they hire their first salesperson or employee. However, this is when many new managers and leaders fail because, in most cases, new managers and leaders do not get the support they need and want, compared to entry-level roles and positions. Now, rather than getting upset or angry, business owners and leaders should take a step back and create a list that has everything necessary to them, no matter how small or insignificant they may seem. Even if you don’t precisely know those things, it’s essential to set some boundaries and your goals.

You may also consider soft skills when onboarding your first employee. Add a little challenge like Tony, where he likes to give assignments during the onboarding process to know if the person is the right fit for the job. It’s also essential to make potential employees feel welcomed; because, like you, your employees have their own goals. Schedule them in for some one-on-one’s to get to know them better.

Eighty percent (80%) of your thoughts today will repeat themselves tomorrow. You can try journaling (this is a reminder to try my hand at journaling) to vent or be thankful for the small accomplishments you have made during the day. This way, you can look back at your entries and see what things you can improve when you have a rough patch, whether in your business or personal life. And always remember, WAIT – Why Am I Talking? When we talk, we talk of what we know, but when we listen, we are learning. 

Key Learning Points:

1. Tony says that business owners and managers should be able to layout specific expectations of their own when hiring their first employee. – 05:19
2. Tony adds that even if you don’t know what things are important to you, you should consider relatability and other aspects when you hire your first employee so that things will work smoothly. – 05:38
3. Mads says that business owners should make potential employees welcomed- 08:44
4. Tony says that business owners and leaders should also understand what’s important to their employees, like what their goals are- 10:02
5. Tony mentions Nick Saban, the coach of the Alabama Football Team, and shares that when the coach recruits new players, he asks them what they want and what their goals are. He then adds that once you get the answer, you get their heart, allowing you to coach their minds. – 11:09
6. Tony shares a quote: The average players want to be left alone, the good players want to be coached, the great players want to be told the truth. – 12:55
7. Tony says that we should be mindful of our language because what we say matters a lot – 15:10
8. When asked by Mads if there are ways to salvage a relationship, Tony says it’s best to own it and accept the fact that it’s happening rather than be defensive about it, and while it may be a tough pill to swallow, but it creates a culture where people will own up their mistakes. – 17:40
9. Tony shares a quote: Delegation without direction leads to disappointment. – 20:22
10. Tony recommends journaling because it allows you to practice gratitude. He says it’s the best self-help book you will pick up. – 25:08

Resources Mentioned:

The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes

How to Win Friends and Influence People by Dale Carnegie

Connect with Tony:

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