Adam Jay is the CRO at Falkon and has been featured in the 2023 Demandbase Top 25 Sales Executive.
Growing up in Las Vegas, Adam’s dad was in sales, and it wasn't a career path he ever saw himself taking. In fact, he had a negative perception of sales. But as he got older, his mindset shifted and he found himself drawn to leadership roles in sales. Adam's passion for developing leaders led him to become a Sales Manager in Medical devices and eventually move into the technology industry. Find him on Linkedin- https://www.linkedin.com/in/adambjay/
In this episode:
Host Collin Mitchell and Authentic Sales Leader Adam Jay cover a range of topics pertaining to sales leadership and side hustles in this episode of the Authentic Sales Leader podcast. Some highlights:
- Adam's perception of sales in his childhood
- How Adam got into the world of sales
- Importance of putting the right person in the right job
- How Adam brings the best out of his team
- Adam's take on having multiple income streams
Adam Jay: On how he got into sales
"
I was always that guy that said I was never going to get into sales leadership. Never going to get into sales. Both my parents were in sales. I got into Pharma, realized very quickly it's not real sales. Back then, going back 15 years ago, was like the creme de la creme sales job, which was medical device sales. And what I realized was I love selling. I still love selling and closing deals and being involved in deals."
Adam Jay: On putting the right person in the right job v/s putting them in the role they want
“I think it starts with what those initial conversations look like. And I'm very clear with BDRs or AEs that this linear path of BDR to Ae or BDR to BDR manager, AE to Manager, manager to director, director to VP, whoever drew that out on some piece of paper and said this is the path that you have to go on, was full of shit. Because it's not. And I think too many people want to get into leadership because they're told to get into leadership. And it's really understanding and helping people understand their strengths, where they can really excel and where they could have the biggest impact versus I need to focus on becoming a manager.”
Adam Jay: On bringing the best out of his team
“I have separate career development meetings with my team, everyone who starts on my team within a month, I build out a career development plan that I've taken with me, and iterated year over year to understand. Where do you want to go? One of the questions on there is literally, what's your crazy dream? Where do you see yourself long-term, whether it's here or anywhere? And you have to build that comfort that people are comfortable saying, hey, I'm not going to be here in five years. I don't want to be. I want to go open my own business or I want to go do whatever that's okay. Can I get the best out of you while you're here? And can I help you grow as a person and make you better so that when you leave, I've gotten everything out of you that I can, and I've given you everything that I could give you? Then, I'm a happy person.”
