May 6, 2019
Complexity in Work and the Challenges We Create for
Ted Bauer joins me on the Catalyst Sale Podcast this week.
We discuss a number of different topics including universal evils
in work, why they persist, manager/employee relationships,
onboarding, and interviewing.
Ted turns the table at the end of the discussion, and asks Mike
a couple of questions as well, which was an awesome surprise.
I hope you enjoy the conversation as much as I did.
- What is the catalyst for the questions Ted asks on
- What are some topics that tend to get the most activity?
- Why do universal evils continue in the workplace?
- Why do we overcomplicate this stuff?
- What are some things that I can keep in mind as a manager of a
team, and how we will impact the business?
- What can I do as an employee to help my manager be better?
- What are some of the challenges with onboarding today?
- Ted's Questions
- Why do companies struggle with retaining revenue?
- Do you think that short term focus is inherently a bad thing in
- Ted uses social media to initiate discussions.
- Most engagement from Ted's perspective comes from universal
experiences/evils and emotional events/personal narratives.
- Everyone has their own set of struggles.
- We are trained not to discuss these things.
- You would think that the universal evils would evolve out,
unfortunately, this is not the case.
- Bad processes are similar to viruses within organizations.
- Control and relevance are important in a work setting
- Define success around some parameter.
- Some of the negative stuff does not cycle out because of these
- We want to make an impact.
- Risk, and our interest in mitigating risk, can lead to
- There are psychological components that impact this in
- Mary Barra -
commencement - Stanford Business School
- Do not make it painful to get the simple things done.
- Understand how the company makes money, and communicate this to
- Day/Day, Week/Week, start with "What is harder than it should
be, what is taking more time than it should be?" - How can I get
rid of these things?
- Know your team, know how they like to be recognized - Adapt and
- Know the business
- Know where you make an impact
- Own your own development
- Onboarding - Things to do differently
- Design the onboarding experience
- Onboarding should be more transformative, not
- Document success
- An interview process is not a one-way street. You are
interviewing the customer as well.
- Customer revenue retention in organizations - why do companies
- #1 - we deliver something into the organization to solve a
problem, and we actually can't solve the problem.
- #2 - we set the wrong expectations
- #3 - we failed on the customer success side of things, we
failed to ask if "did we do what we said we would do"
- Is short-termism a bad thing in sales?
- Take a long-term oriented focus.
- Treat people like people
- Don't make your problems your customer's problems.
- Look at things through the lens of the customer.
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