Author Archives: Larry Janis

Waiting for a promotion? Here’s how to earn it instead

 

 

 

Story by Heather Younger

 

At the end of a project or meeting, ask a colleague or manager, “What’s one thing I did well, and one thing I could improve?” Listen without defensiveness and take actionable steps to improve. Younger says, “We can choose to remove the clay that we place over our brilliance.” She points out that being proactive about requesting feedback allows our brilliance to shine through.

When receiving feedback that your presentations need more clarity, take a public speaking course or workshop to elevate your skills and demonstrate your commitment to growth. In this example, be sure to ask what specific areas of your presentation lack clarity. That way, you will not waste time on the wrong things.

Often, people shy away from feedback, because they are afraid of what they might find. Those who are eager to go into the unknown of feedback and take in the good with the bad quickly discover the benefits. We cannot be our best and become more self-empowered unless we know where to smooth our rough edges. The good news is that we all have them. So, there is nothing to be ashamed about. Instead, look at the courage you display when you eagerly seek the feedback as a badge of honor.

Claim Your Leadership Role

Empowerment isn’t a gift someone hands you—it’s a mindset you cultivate. By taking initiative, leveraging your strengths, and embracing feedback, you build the confidence and competence needed to lead yourself—and, in turn, inspire those around you.

Stop waiting for permission. Start leading yourself and watch how others begin to follow.

This post originally appeared at fastcompany.com

Executive Vice President Sales/Chief Growth Officer

 

 

The Executive Vice President Sales/Chief Growth Officer is responsible for cultivating a presence and expanding top line growth for our client delivering premium technology solutions. This includes identifying new markets to enter, creating strategies to achieve growth targets, and growing the firm’s presence and revenues across specific markets – including New Logo Sales, Account Acquisition and Organic Expansion. Leadership span of control is global and includes both top line and bottom-line revenue responsibilities.

To be successful in this role, the candidate must bring significant experience and relationships in CX space with deep connects in industry verticals that

  1. capabilities in – Cable & telco, retail & e-commerce, travel & hospitality or sectors that we are keen to build a track record in – BFSI (CX provider in BFSI vs just BFSI), home services & home warranty, utilities or c) A combination of a) & b). A combination of a) & b)
  2. This person will bring a deep understanding of the delivering premium technology solutions marketplace and familiarity with competitor offerings in support of growth strategy and investment initiatives.

The Executive Vice President Sales/Chief Growth Officer will have oversight of the following:

  • Developing named account strategies, building consensus on targeted logos and pursuing delivery of high value and high growth new logos.
  • Building a predictable pipeline of new business to generate repeatable and profitable revenues across
  • Developing and executing a Go-to-Market Strategy that will hit or exceed revenue targets.
  • Executing go-to-market plans thru targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
  • Collaborating and developing 3rd party and advisor relationships to build credible analytics voice globally to generate new opportunity channels. Generate opportunities from this channel
  • Submitting and handling proposals with full ownership and accountability for the opportunity – working closely with the Sales Enablement teams to ensure high quality of proposals.

Building relationships is key to this role and possessing established and current relationships with COO’s, CFO’s, CEO’s, CDO’s, CIO’s/CTO’s and Customer Service Directors is critical to this role

If you are interested or have a suggestion, please let me know

Larry Janis, Managing Partner, ISSG

Email: janis@issg.net

5 Delegation Practices to Boost Growth and Team Performance

 

 

 

Story by Peter Economy

Work smarter, not harder, with these strategic delegation techniques.

As a business leader, you probably spend too many late nights and weekends doing work you could have delegated. Every manager knows they need to delegate more tasks and responsibilities to their people, but for a variety of reasons—from thinking they can do the work better to not trusting their people, and more—they often find it difficult to do.

The hard truth? Your perspective turns into the primary barrier preventing the growth of your people and business. Effective delegation provides your people with the skills they need to grow as employees, while relieving you of the burden of doing everything yourself. If you’re not delegating enough, then follow this simple five-step plan to boost the performance of your people and your organization.

1. Identify the right tasks to delegate.

Start with a simple question: Does spending my time on this task provide maximum value? Leaders waste valuable critical thinking hours on routine tasks such as formatting reports and attending meetings that do not require their unique skills.

Take a look at your calendar from last week. How many hours did you spend doing things that your people could have done had you given them the guidance they needed? Managers often discover that delegating 30 to 40 percent of their tasks can free up time to devote to strategic planning and relationship building. (more…)

How to be impressive in a job interview without sounding like a narcissist

 

 

 

by Tomas Chamorro-Premuzic

 

Job interviews are the fortune cookies of hiring—vague and often misleading. But companies keep using them, despite research suggesting that typical job interviews are mostly unreliable predictors of future job performance, because they give hiring managers the illusion of insight, and a convenient way to validate gut instinct with zero data.

It’s not that all interviews are useless; some formats, like structured behavioral interviews with scoring rubrics, including AI-based scoring algorithms that match responses to actual outcomes and future performance, can be moderately predictive. But the typical unstructured interview? Oftentimes, it conveys the illusion of predictability by allowing hiring managers and interviewers to unleash their biases and subjective preferences during the interview, and then reactivate those same biases during their job performance ratings and evaluations of those candidates, once they become employees. It’s mostly a personality contest masquerading as a talent evaluation.

The candidates who perform best in interviews are often the ones with the most confidence, charisma, and charm. Unfortunately, these traits are also the calling cards of narcissists, Machiavellians, and the occasional smooth-talking psychopath. What passes for “leadership gravitas” can often be ego dressed in a blazer.

In fact, studies show that narcissists are more likely to be seen as competent in interviews—especially by less experienced, trained, or qualified interviewers who confuse bravado with ability.. So how do you stand out in an interview without sounding like you’re auditioning for a TED Talk titled “Why I’m Amazing (and You’re Lucky I’m Here)”?

Here are five science-based recommendations:

1. Quantify your brilliance instead of announcing it

It’s one thing to say you’re “a strong leader.” It’s another to say you managed a team that increased revenue by 35% in under a year during a hiring freeze. Guess which one gets remembered? Vague self-praise triggers skepticism. Data builds trust. Candidates who provided specific behavioral examples—especially with measurable outcomes—are generally rated significantly higher in competence and hireability. Swap generic lines like “I’m results-oriented” for “I led a cross-functional team that reduced churn by 28% in Q3.” And when you do this, resist the urge to sound smug. If your data is good, it speaks for itself. No need to add a drumroll. (more…)

Sales Leader

 

 

 

 

 

  • We are seeking a Hunter type who can sell into Net New accounts
  • We are seeking an experienced sales leader who has sold large deals – multiyear deals (over TCV $20M)
  • We need experience in selling into Banking and Financial accounts : Small , medium and large accounts like State Street, Fidelity, Citi, JPMC, Goldman, Hedge Funds, etc.
  • Looking for experience in an Onsite / Offshore firm; IT Services firm
  • Location between Philadelphia up to Boston
  • Attractive base compensation and sales incentive plan

If you are interested or have a suggestion, please let me know.

Thank you

Larry Janis

Managing Partner ISSG

Email: Janis@issg.net