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Catapulting Commissions Sales Talk with Anthony Garcia

Jul 8, 2020

Today on the show, Anthony is sitting down with Chuen Chuen Yeo. She’s a multi-award-winning executive coach based in Singapore, where she’s working with clients in both the Government and Private sectors. She serves clients in over 30 countries across 5 continents and has been doing so since 2013. Chuen Chuen has experience working with a wide range of business leaders, coaching them to learn the “agility mindset” which increases their ability to navigate the complexities of today’s workplace and lead effectively.

In Chuen Chuen’s work, she is able to facilitate her clients to identify and realize their full potential. The process is rooted in the mindset of “I can do this” and “What if I try this.” She says if you don’t try, you’ll never know. Take in the feedback and use it to propel yourself into your next iteration. Validation is the first step. Then, we look at the path to success. From the perspective of a sales leader, validating a concern a team member or potential client has establishes trust between the two parties. When you’re ready to move forward, the motivating factor comes from a vision of the result. Constructing an experience in the mind is a good way to manifest those dreams. When the goal is visualized clearly, it can inspire them to achieve.

As people make a transition from sales to sale leadership, Chuen Chuen touches on how you can stand out as you make the pivot. It’s certainly linked to the emotional state being aligned with the professional goals. It’s no longer enough to be good at what you’re doing, you have to be good at leading people. When she works with her clients, they quickly realize that being “right” doesn’t cut it. You have to validate your team’s emotions first. There are no right or wrong emotions. Be observant and be aware of the signals your team gives you as feedback. Do your team members leave meetings feeling satisfied? Do they feel heard and validated? Reality checks are important. There needs to be an unbiased introspective look at how you are leading and coaching.

Chuen Chuen talks about the mindset shift that happens when you become a sales leader. She says to remember that there are multiple pathways to success. You may have one method that works for you, but that doesn’t mean everyone on your team can use the same practices. Every individual is different, and in expecting them to follow the same process as you, you are invalidating their feelings. So long as the outcome is clear, the journey there can be fluid.

She then talks about the premise of her book, "8 Paradoxes of Leadership Agility." She says the goal behind the book was to serve as many leaders as she could. Chuen Chuen spent years in the education field molding minds to see that their thoughts and feelings are worthy. From there, she wanted to translate it into relevant practice for sales leaders. She could create a much larger impact by working with leaders. If you work with a good leader, you are influenced and can increase the wellbeing of those around you. Families, friends, and coworkers experience a ripple effect of positivity. The book was meant to provide a simple solution to a complex problem.

She follows a four-step process to find that solution. The first step is reconstructing the map. This means creating an unbiased, honest reality check. Secondly, refresh the lens. Consider your perspective and consider others. Third, renew the identity. This means looking at who you are now and where you have to be to become an effective leader. Finally, rebuild capabilities. This is the action of shifting the mindset. Is it a skills gap? An experience gap? Here is where you take the next step.


What you’ll learn

Today, Chuen Chuen talks about taking that step from a salesperson to a sales leader. She touches on what it takes to shift the mindset, how we can look introspectively to grow and more effectively lead, and her RE-4-step process to achieving those goals.



LinkedIn: Chuen Chuen Yeo