Sales Hustle is now Sales Transformation
March 3, 2021

Episode #66 S1-EP66 Human Centered Sales with Sarah Howard

Collin Mitchell welcomes Sarah Howard in this episode of the Sales Hustle podcast, and they will be discussing nothing but Sales. Let’s hear from Sarah as she shares her holistic approach to helping sales folks and entrepreneurs close more deals and implement human-centered sales strategies.

Sarah Howard is the Founder of Human-Centered Sales Enablement. She helps sales teams and entrepreneurs to cultivate successful sales mindsets and cultural dynamics to achieve breakthrough growth.

Sarah is also an Executive Coach at HireClub. She works with sales leaders and founders to help them authentically close more deals and implement human-centered sales strategies. As a certified Integral Sales Coach, she has a holistic approach, using sales as the context for personal transformation.

You can find out more and follow Sarah Howard on the following links below.

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Episode 66 - Sarah Howard

Collin Mitchell: [00:00:00] Welcome to the sales hustle. The only no BS podcast, where we bring you the real raw uncut experiences from sales change makers across various industries. The only place where you can get what you're looking for too. Uh, your sales game today's episode is brought to you by sales cast sales cast helps sales professionals transform the relationship building process and win their dream clients.

[00:00:30] I'm your host, Colin Mitchell. All right. What is happening is sales hustlers. Welcome to another episode. I've got a fantastic guest and we've got some very interesting topics for you today. I'm going to be talking with Sarah Howard. She is the founder of human centered sales enablement. Taking a holistic approach to helping.

[00:00:51] Salespeople and entrepreneurs authentically close more deals and implement human centered sales strategies. So this is going to be a fantastic episode. And Sarah, thanks so much for joining us today. 

[00:01:04] Sarah Howard: [00:01:04] Yeah, it's my pleasure. Thanks. Thanks Collin. 

[00:01:07] Collin Mitchell: [00:01:07] So jump let's before we jump into the, you know, tactical stuff and the things that I'm really excited to talk about today.

[00:01:13] Uh, just give us the short version of your sales story 

[00:01:17] Sarah Howard: [00:01:17] of my sales story. Sure. Um, yeah, I mean, it's definitely all wrapped up into what it is I'm doing today. So basically I approached sales enablement in a way that I just wish it was offered when I was selling software products, um, consulting as a service solar hardware, um, throughout Silicon Valley, um, you know, I was adequately supported and onboarded, um, and had onboarding kind of.

[00:01:47] Uh, ongoing sales training yet I was still struggling. Um, and so I battled things like imposter syndrome, scarcity mindset had a super loud inner critic, and I had friends that were kind of helping me along the way, manage them. These mindsets and these anxieties and these stressors, and they would say things like, you know, Sarah, you're going to surpass me in like one to two months.

[00:02:11] You've got this. Um, so after really doing that inner work necessary, um, to be able to kind of break through these mindsets that held me back, I did end up becoming a top performer, um, out, uh, and so. Um, you know, this was never kind of guided by any of my diligent and well-meaning sales enablement, bulk, um, and team.

[00:02:36] Um, so. Yeah. Basically what I'm doing now is I'm helping, um, I'm helping to, uh, essentially work with the mindsets that hold salespeople's back. And also I have a kind of larger cultural context cause I have a background in work. Please culture now. Um, and so I have these two lenses, the internal dynamics and narratives that hold us back, but also the external cultural dynamics and narratives that shape our behavior and hold us back.

[00:03:05] So I got really interested in what creates motivated, productive, engaged teams, um, and I'm kind of putting them all together into human centered sales enablement. 

[00:03:16] Collin Mitchell: [00:03:16] Hmm. All right. So this is interesting because a couple of things stood out to me that you mentioned in your story. There is you worked for companies that did have good leadership, good training, but, but with a big, but there was not any of these sort of things that you work with folks today offered.

[00:03:34] And that's what really, you know, that personal development that, you know, investing in yourself, um, is what really helped you. Be a better producer professionally. Right. So tell me, like, what are some of the most common things or kind of stuck mindsets that people tend to have and once they can work through those, you know, things really changed for them.

[00:03:57] Sarah Howard: [00:03:57] Yeah, absolutely. Um, so basically, um, the kind of most common ones that I I work with with my clients are, um, the fixed versus growth mindset, which is pretty common. Um, a scarcity mindset comes up. So so much in, um, in our sales context. Um, so switching to an abundance or service mindset is, um, very helpful.

[00:04:24] Um, imposter syndrome is rampant, um, especially right now and in the, um, the internet age where we're all comparing ourselves to everyone else in the world. So helping to build resilience and confidence is really important. Um, Burnout is also really rampant, which is really, um, the perceived, um, idea that we don't have control.

[00:04:47] Um, and that we have too much responsibility and not enough time. Um, so kind of the, um, anecdote to burnout, I always talk about, um, embracing the unknown and, um, the only constant is change and I'm not sure if anyone's familiar with the term VUCA, which is a military term. Stands for volatility, uncertainty, complexity, and ambiguity.

[00:05:11] And that is the constant state of our work environment and our, and just our context in general. And so if we can build the resilience, um, to embrace the unknown, um, that is huge. Right. And then the last two I often talk about are the inner critic, which is this inner judge within us. Um, Most people walk through their lives, thinking that that's their inner truth.

[00:05:36] Right. And they're guided by the decisions of the inner critic without disidentifying from this voice and finding a sense of self-compassion to really help them, um, yeah. Move through the world in a more, um, true state of being rather than guided by these judgments. Um, and then the last one and, and frankly, the most important one is called, um, Performativity, which is more of a meta narrative, um, kind of bringing that cultural thing, um, that I was talking about earlier.

[00:06:08] Um, and this is the idea that we're only valuable or worthy when we're producing a desired result and 

[00:06:17] Collin Mitchell: [00:06:17] the reason why good with that one before he passed. For sure. I think that's very common and specifically for entrepreneurs and even high performing salespeople, um, Okay. So there's so many here. I I'm, I'm having a hard time picking which ones we could, we should focus on.

[00:06:35] Um, so I'm going to try to pick a couple that I think maybe would, you know, Resonate with, with people or maybe I would think are more common. Um, I think definitely the fixed mindset versus a growth mindset. Right. So talk to me a little bit about like, what that looks like and let's kind of unpack that.

[00:06:51] Yeah, 

[00:06:51] Sarah Howard: [00:06:51] absolutely. So a fixed mindset is just the idea of, um, any kind of thoughts. Like this is just the way I am. Um, you know, this is. Kind of, um, the idea that we can't grow or change. Um, so a growth mindset, you know, it's just all about how the brain is plastic. I was actually. And what I mean by that, if you're in familiars is that it can evolve and grow.

[00:07:20] And I was just listening to a podcast the other day about, um, What happens when, uh, people have strokes, right? You, you might lose functionality of, um, certain lobes in your brain, but you can actually recover the functionality, um, in other areas of your brain, because your brain is plastic, which is just mindblowing.

[00:07:43] So if you can, if that can happen, then your mindset can, can sure change. So. That's there with the growth 

[00:07:49] Collin Mitchell: [00:07:49] mindset. All right. So I think there's probably a lot of people that can grasp that concept. Right. But how do they put that into action? Right. So like maybe I'm somebody in sales and, you know, I want to have a growth mindset or I think that I want to become better or not listened to that, you know?

[00:08:09] Uh, inner voice that tells me I can't get better at what it is I'm doing, but like, how do I, how do I flex that Mo how do I build that muscle? Like where do I start? What are some things that I can do some actionable things to kind of go in that direction? 

[00:08:23] Sarah Howard: [00:08:23] Yeah, absolutely. So I would say an, a really great example of when the, um, fixed mindset is in play is when we are, um, kind of swimming around in our assumptions.

[00:08:36] Right. So, um, a lot of the time we we'll come into a discovery call for example, and kind of have the customer profile in front of us, have done some past research on, um, their company or them as a person. And you kind of already start deciding what track they're going to go down in terms of your sales process.

[00:08:57] And, um, And you get into that. We might get into this mindset of like, what is it that I can do to convince them to do what I want, um, kind of ideas, right? So, um, that is really something that holds us back from authentically connecting with the customer and also seeing any new ways that we can add value that we're not actually seeing, because we're not fully listening and engaged with the customer because we're kind of blinded by our assumptions.

[00:09:28] Collin Mitchell: [00:09:28] Um, I love, I love, I think that's such a good example. Cause I think people can really relate to that. Um, and you see this a lot with inbound leads, right? Like a lot of people, a lot of sellers assume like, Oh, they're an inbound. Like they're ready to buy. Like I can skip these certain steps or, you know, it's just getting them to the next part of the process and crucial things are skipped in the discovery when it's an inbound.

[00:09:51] So it's you see it there? Um, and then you do see it where, you know, they're just sellers are just in full pitch mode and not curious enough to ask the questions like, Hey, do you even have a problem? Am I the right fit to fix that problem? Do you even care about fixing that problem? Right. You know, what happens if you don't solve that problem?

[00:10:09] So they get out of that sort of curiosity and line of questioning and it's just like full pitch mode, right? So, okay. Um, all right. Let's, let's, let's go to another, they're one of these examples. I think one that really stood out to me that I think a lot of people in sales can relate to for different reasons is imposter syndrome.

[00:10:29] Yeah. Yeah. So what does that, what is that look like for people in sales? Like what are, what have you come across? And let's kind of dig into that a little bit. 

[00:10:39] Sarah Howard: [00:10:39] Yeah, absolutely. So imposter syndrome is essentially just the idea that we think we're going to be caught by being an imposter by not actually, because we might be new in the role and we, who am I to be doing this role.

[00:10:54] There's plenty of other people who are more qualified. So the common thoughts here are, I'm not good enough. I'm an imposter. Um, I can't isn't is a common phrase or I suck is a common phrase. And so the main emotions in this state are, um, apathy, grief, and fear, and, um, the kind of characteristics, um, of, you know, This being is the nature of, um, so essentially like the nature of sales activity, um, exposes sales personas to rejection and disappointment because, um, someone in this level of apathy grief, fear, imposter syndrome, um, will then spiral into negative self-talk, which actually leads to thoughts of failure.

[00:11:45] And if anybody ever knows anything about failure or fear, what we fear persists. Right. So the outcomes of being in this mental state is, you know, not selling, not hitting quota and failure. So, you know, we really need to kind of let go of these, um, of these States of these feelings. And, but also simultaneously build a relationship with that part in us that is trying to warn us, right.

[00:12:10] This, this part of us that is. Um, fearful and is anxious there. This is a part of us that's really trying to help us and protect us. And so if we can build a relationship with this, this, um, voice in us and offer compassion, um, and then simultaneously let it go and say, I've got this, like I'm learning and that it's okay to be vulnerable and being a learning mode and in a growth mindset, um, then that can make a profound difference in, um, the, our sales ability.

[00:12:42] Collin Mitchell: [00:12:42] I feel like this one could be a really tough one to break for a lot of people. 

[00:12:47] Sarah Howard: [00:12:47] Yeah. Yeah, absolutely. It was hard for me, for sure. 

[00:12:51] Collin Mitchell: [00:12:51] Yeah. So is there any like practices or exercises or daily habits that people can do to like try to overcome the common imposter syndrome for a lot of people in sales? Yeah, 

[00:13:06] Sarah Howard: [00:13:06] absolutely.

[00:13:07] Um, so. I'd say that, you know, having a friend in, when I was dealing with imposter syndrome, like, I think I even mentioned at the beginning of the call, um, having a friend by my side that I could talk to, um, one phone call away in COVID time was really, really powerful. Um, and so just talking out kind of our insecurities and our fear, um, and.

[00:13:38] So that's one practice just don't, don't be alone. Right. And, um, another practice is mindfulness. So if we can be aware, the more and more we can be aware of our felt experience, um, the more and more we can help to self regulate. And so, um, mindfulness is really just the state of observing our, um, felt experience and.

[00:14:02] Potentially being like labeling, uh, uh, felt emotion. Um, and then from there, yeah. Being with it 

[00:14:09] Collin Mitchell: [00:14:09] and. Because I think a lot of people want to like get to a place where they think like, Oh, I need to just push these thoughts away or ignore them, or like get to a place where they don't come up anymore. And that's just not, not a reality.

[00:14:23] It's, it's, it's being mindful, being aware of them, labeling them, building a relationship with them so that they don't put you into that state of that negative self-talk track. That's gonna contribute to, you know, not producing and just vicious cycle of, you know, feeling like a failure. Exactly. Yeah. Um, all right, so I've picked two of these.

[00:14:45] I know we don't have enough, unfortunately, we don't have enough time to talk about all of them. Um, so I picked two. Um, why don't you pick one that you want to dig into and let's talk about. 

[00:14:59] Sarah Howard: [00:14:59] Yeah, absolutely. So, um, I'd say that. Yeah, the number one. Kind of meta-narrative um, is the performativity. I think that, um, the fact of the matter is sales is the only one of the only roles out there where our performance is directly correlated to a number.

[00:15:20] And, um, and you know, we can experience performativity in any role. Um, and again, the performativity is. Um, feeling a sense of self-worth when we're only when we're performing a desired result. Right. We get, no, we get absolutely no credit for just being present and just like being right. And so, um, I think that when we're wrapped up in performativity.

[00:15:50] Okay. So let me back up, um, The customer and the salesperson both want to achieve two things in the relationship, or they want to answer two questions in the relationship they want to know. Um, can they help the customer wants to know, can they help me and do they understand me? And so does a sales person.

[00:16:16] Right. Like the sales person wants to know, can this person help me achieve my quota or hit my goals. And, um, and do they understand like why, whatever change I'm making to their process or whatever they're selling to them, we're all change makers as salespeople. Um, do they understand me here? And so if we get, we got a ton of notes right.

[00:16:39] In the sales process and. We can easily equate. These knows that we get from, um, a potential client as I'm not worthy or I'm not enough, or I, I don't feel seen or heard. Right. And so at the same time, if the sales person is stuck in this inertia state, that we were just talking about that those overwhelmed with imposter syndrome or our inner critic is driving the show, then, um, Then they might, the customer might smell that and not feel like they're being seen or heard because they're not actually curious and asking questions and they're actually making a ton of assumptions or, um, you know, they can smell the scarcity and the fact that this isn't a true, um, act of service, it's more, um, you're the sales person is more in their own agenda.

[00:17:35] Right? Um, we can't actually be in service truly, um, when we're in a scarcity mindset, because we're actually more in service to our own agenda and the outcome that we want rather than being in service to the customer. 

[00:17:53] Collin Mitchell: [00:17:53] Okay. So I want to, um, go at it from one angle here. Right? So. You mentioned, um, in this example here that, you know, customer and prospect, uh, you know, prospects and sales person, right.

[00:18:06] Both want to be both have the mindset of like, can you help me write for the sales person? Like, can you help me hit my number? Can you help me hit my quota? I would almost challenge isn't that the wrong way to be. Isn't it the wrong mindset to have in that relationship with your prospect that contributes to a lot of this scarcity mindset.

[00:18:28] Sarah Howard: [00:18:28] Yes exactly. So what I'm saying is that, um, this is how performativity can become toxic because we are equating our quota to our self worth rather than, um, being in a service mindset and in an abundance mindset, um, where we can actually truly be in service to the client and the prospect and just.

[00:18:49] Finding opportunities to add value rather than, um, yeah. Heading right. And, 

[00:18:55] Collin Mitchell: [00:18:55] and there's a lot of, well, I mean, there's a lot more people talking about this. I think these days than there was when I first got into sales and it was not how I was taught, taught sales. Like I learned a lot of bad habits when I first got into sales.

[00:19:08] Um, and you know, I learned some good ones, but, um, you know, serving and being curious and really just like staying out of the outcome and just like building relationships with people is, is, is the right way to do things. Um, but this like serving and not like. It it's it's, it's so counterintuitive to what I think a lot of people in sales are used to, like, what do you mean?

[00:19:33] I'm just supposed to help and serve and not focus on the outcome. Like you have a number that I have to hit. Right. How does that get me there? So what would you tell the folks that are thinking that way? Which I think a lot of people are probably, you know, thinking like this totally goes against everything that I've ever been taught in.

[00:19:50] Say, 

[00:19:51] Sarah Howard: [00:19:51] yeah, I'm totally with you. It's been a, a lot of, um, Rewiring the conditioning that I was also, um, taught in as a, um, sales person, myself. And so part of my mission is to really rebrand, um, what a sales period sales role is. Um, I see sales people as. Actually three, um, roles, if you will. And I call salespeople trusted advisors, which is pretty common phrase.

[00:20:22] And I feel like most people will understand what I mean by that. But the other two, um, that I like to focus on is also a frontline innovator and a brand add bass ambassador, excuse me. And so this kind of, um, goes along the lines of. Um, you know, frontline innovators are in constant service to the customer, right?

[00:20:44] If we're only, um, If we're only looking to achieve this outcome of closing this deal, we're unable to step back and take a wider view of, Oh, what innovation might live here? How might I impact the client even more than just closing this one deal? Right. So if we give our salespeople, the agency to create and collaborate, um, with, you know, the design team, the marketing team, what have you, um, if we.

[00:21:13] If we give them back this agency, then they actually are getting all feedback from the customers and have a really beautiful lens to offer, um, innovative ideas. Right. But if we're zoomed in on this narrow lens of just closing this one deal, then be kind of strip away this innovative capability. And then, yeah, I could talk about the brand ambassador bit, but I'll pause.

[00:21:38] Collin Mitchell: [00:21:38] So I'm just thinking about that because there's so many people that are even just. Ashamed even like, say they're in sales because of what people are going to think of them, or they're going to think that they're, you know, manipulative, persuasive, lying, whatever. Right. So, um, I think there's a lot of people in sales with like, I could, I could get on board with that title, so I didn't have to say it.

[00:22:01] Yeah. 

[00:22:01] Sarah Howard: [00:22:01] I mean, I, I hear that so often where it's like, yeah, And all I'm wearing, I'm going to ruin the relationship. Like, I, I don't want to be this cheesy sales, like, um, shit sales cause that's that they've got, we've gotten in the past, but we've, we're evolving. And, um, anybody who kind of has that mindset is not rooted in the value that their product can offer.

[00:22:26] Right. It's not like. It's all about what the value is that you're and the transformation that you're offering for the client it's it's, you know, life changing. It could 

[00:22:35] Collin Mitchell: [00:22:35] be. Mm. Okay. So let's go, let's go to the next role. 

[00:22:39] Sarah Howard: [00:22:39] Yeah, the trusted advisor. So this really brings in the cultural dynamics that I was talking about earlier.

[00:22:45] So, um, I talk a lot about how the internal culture of an organization is actually the external brand of the organization. Right? So you can't just, um, you know, Have all of these, um, headlines of like, Oh, we're a diverse company. Oh, we all love each other. Like, duh, no it start it. You can tell the culture of an organization by talking to a frontline worker like a salesperson.

[00:23:14] Right. And if they're engaged and motivated, you better believe that they have a healthy culture internally. So it's really, um, You know, and salespeople will talk about, or really anybody will talk about their work and their product. If they really, um, feel valued for the work that they do. And if they, um, are in a culture that is, um, that values, growth mindset, that values psychological safety, that values diversity, equity, and inclusion, then they're going to be spreading your mission and, and your, um, Product to everyone and anyone that wants to listen.

[00:23:55] Right? So we have to treat our salespeople, not as cogs in a wheel, but as someone else that we can offer a high value exchange too, just like we do with our clients, why can't we offer high value exchanges to our salespeople. Right. 

[00:24:10] Collin Mitchell: [00:24:10] And you can tell somebody the difference between somebody that's passionate about what they're selling and versus somebody that's not.

[00:24:16] Sarah Howard: [00:24:16] Right. Right. And you know, it does, it doesn't matter what we're selling. Like there's always a narrative, there's always a story. There's always, um, some impact that we're making. Right. And it's, it's on the leaders, um, to really connect that with, um, With the team and figure out what they're truly motivated by.

[00:24:39] You know, a lot of people are throwing a ton of money at salespeople when they don't actually need to. We're not all motivated solely on money. Once we hit a certain. Um, certain point or certain threshold there's studies out there that say in certain areas, once you have $70,000 of income a year, your happiness level doesn't actually increase much exponentially.

[00:25:00] Um, after we hit that ramp rate. Right? So, um, we've got to get more creative in how we motivate and engage our teams. 

[00:25:08] Collin Mitchell: [00:25:08] Yeah. So what are some ideas you depend on 

[00:25:10] Sarah Howard: [00:25:10] it? Sorry, what was 

[00:25:11] Collin Mitchell: [00:25:11] that? So tell me what are some ideas you have for people that, I mean, you're, you're right. Like not everybody can be coached the same.

[00:25:18] It's important for leaders to know, you know, what's important to each of the people on their team. So if money's not the answer, then, then what are some things, what are some ideas that you have of like things to create better culture and to, you know, um, Keep, keep member, keep sales, people engaged and you know, at a company maybe longer like retaining them.

[00:25:43] Like what are some ideas that you yeah, sure. 

[00:25:47] Sarah Howard: [00:25:47] Excuse me. So, um, there's kind of multiple ways my brain is going right now. I'm partially thinking about like the TAC, like the different ways that we can. Um, measure, uh, the performance of our, our salespeople, um, that gets into like tactical versus adaptive performance metrics.

[00:26:08] So we have plenty of tactical performance metrics, which is like, how many emails did we make? How many calls we make, dah, dah, dah, um, but adaptive performance metrics measure how often we are, um, able to adapt to the customer's needs. And so, um, Oh boy, I, my brain is spinning even further. So let me see if I can hone this in, but, um, I guess I'll bring it to a story.

[00:26:34] So, um, adaptive performance metrics again are how we're relating and pivoting to our client's needs. So if we're in a script, for example, in a sales script, it we've all been there on a sales phone call, or like recently a political conversation where they're like reading this script and they're not, um, They're not really like Hmm.

[00:26:56] Adapting to you. Um, then that actually strips away a lot of, um, customer centricity and a lot of, uh, potential to close the deal, but we, uh, view scripts as a way to mitigate risk, right? So leaders really need to step back, um, from leading from fear and, uh, overly using tack, uh, tactical performance metrics and use more adaptive performance metrics.

[00:27:21] How many times. For example, how many times were you able to address, um, uh, a question that is not typical? Like how many times were you able to, um, yeah, let the, like, essentially I'm kind of trying to think of adoptive performance metrics. Um, but I guess I'll just leave it there. And so. An example of what the story is, um, like United for example, um, United, when that, uh, airlines, when that horrible flight situation happened and they needed to, um, they had an overbooked flight and they needed to, uh, remove some people from the flight, but nobody was getting off because everybody wanted to get to where they were going.

[00:28:06] And so what, like long story short, they needed to rip somebody physically off of the plane. And this is because they were overly focused in tactical performance metrics. And because they, um, they, these, the employees were just going by the, um, policies that they were taught. They weren't trusted in the back that they could use their own judgment and, uh, around the situation and maybe offer a few more bucks, um, to get people off the plane.

[00:28:36] Um, Uh, to mediate the situation, then they spent way more in, um, you know, allegations and, um, court hearings, all of that. So, um, how am I making sense over there? Yeah, 

[00:28:54] Collin Mitchell: [00:28:54] yeah, yeah, no, I get it. So let's break it down. So, um, what Sarah saying sales hustlers is like, are you as a leader? Number one, are you giving your team?

[00:29:06] The space to be creative in their approach and how they get to the end result, or are you holding them to like, here's the script? Here's the metrics. Here's the, how many calls? Here's how many meetings here's how many demos? And like that's the path to hitting your quota, right? Or, yeah. And so the extreme example here is like, without that creativity, or like, you know, strictly sticking to the script or the playbook or the sequence, or the process could be equivalent to.

[00:29:38] Ripping somebody off of a flight, which ultimately hurts all of your chances of winning their trust or business. Right. And having a bad reputation and costing you lost some money. 

[00:29:53] Sarah Howard: [00:29:53] Right. And it's all rooted in. Thank you for that. It's all rooted in, um, leading from a place of fear, right? Leading from a place of, um, You know, try and mitigate risks, but ultimately creating more problems and not giving our salespeople, the agency to create and, you know, be themselves and realize that there's actually multiple ways to get across the river.

[00:30:17] And there's multiple styles of sales. That are just as effective. Um, and you know, it's be ourselves, our authentic selves when we sell and also be aware of, Oh, what blind spots might we have as a relationship focused salesperson or as a lone Wolf salesperson or as a, you know, all the different sales styles in that.

[00:30:37] Challenger sales book. Like I don't want to change who people are. I want to allow them to be who they are and also learn about where those blind spots might be for them in that role. 

[00:30:48] Collin Mitchell: [00:30:48] Yeah. And I think a lot of times this, you see this a lot when it's the classic, um, top producer promoted to sales leader, and then.

[00:30:58] But, you know, it's like, Hey, here's the way that I got to where I got and that's the way that everybody else needs to do it. Right. Um, which is common, unfortunately. And then, you know, I think that there is a lot of leaders that are, that are leading from a place of fear as like, Hey, if I give them like too much rope, like how are we going to get to where we need to go?

[00:31:18] So there's gotta be some balance in like, we still need to like, hit these goals and grow as an individual and as a team and as a company, um, And, but also giving them the freedom to be curious enough, or spend a little bit more time in discovery or, you know, really customize the demo. That's going to suit the prospect better rather than just like living and dying by like, this is the process and we have to stick by it.

[00:31:45] Right, 

[00:31:45] Sarah Howard: [00:31:45] right. Exactly. Trusting them that trusting our employees really what it is and valuing them for what they do. 

[00:31:54] Collin Mitchell: [00:31:54] Yeah. Yeah. All right. We are going to wrap it up. This was some great stuff. I really enjoyed this conversation, Sarah, and thanks so much for coming on before we let you go. Any final thoughts?

[00:32:05] Where can people find out more about you and what you do and anything else you want to let them know? Yes, 

[00:32:11] Sarah Howard: [00:32:11] absolutely. So, um, you can find out more about me and my, uh, my services, uh, human centered sales enablement. Um, I have programs that pair really nicely with your sales enablement efforts already. Uh, really focusing on that mindset and cultural piece.

[00:32:27] Um, if you're a sales leader listening, um, my name is Sarah with an H. So my website is. Sarah a as in Apple Um, I am offering for entrepreneurs a turn your story into sales, complimentary, um, coaching call. So, uh, helping people to, you know, really own their story, turn that narrative and into a way that we can relate to our customers and our potential clients.

[00:32:56] And. Close my business. So, um, if you're an entrepreneur, especially, um, lack entrepreneur, I'd love to speak with you. Um, you know, It's one of my offerings for black history month, but the work doesn't stop in this month, it continues every day of the year. So, um, yes, I would love to work with you. Um, and then yeah, keep your eye out.

[00:33:19] I'm going to be coming out with a sales mindset assessment soon. Um, I talked a little bit about that. First state that, um, a nurse just state that we were talking about imposter syndrome. So this assessment will help you figure out which energetic state you are in, in your sales enablement, and what, um, blocks to success you might be facing and how you, um, yeah, move forward and move into, um, the peaceful more, uh, authentic sales style.

[00:33:46] Um, so yeah, keep a lookout, follow me on LinkedIn and I'd love to connect. 

[00:33:52] Collin Mitchell: [00:33:52] Awesome. We will include all of those things in the show notes in there for you sales hustlers. Uh, if you enjoy today's episode, please write us a review, share with your friends and as always we're listening for your feedback.

[00:34:07] Thank you for tuning in to this episode of sales hustle. Are you a sales professional? Looking to take your sales career to the next level. If the answer is yes, then I want you to go over to sales,, check us out. And if you feel that you are ready, set up a time to talk with me and my co-founder Chris, I'm your host collum Mitchell.

[00:34:30] And if you enjoyed this episode, feel free to leave us a review and share the podcast with your friends.