Podcasts > Creating Confidence with Heather Monahan > Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

By Heather Monahan

In this episode of Creating Confidence with Heather Monahan, both Monahan and her guest Andrew Metz, a sales leader, discuss overcoming imposter syndrome and self-doubt in their careers. They share personal experiences of doubting their worthiness for promotions, despite inner voices affirming their capabilities and driving them forward.

Metz also explores building trust and fostering vulnerability as a leader, encouraging tactics like connecting with teams on a personal level and modeling the behavior you want to see. The conversation delves into confidence-boosting strategies for teams, such as acknowledging small wins, peer mentorship, and incorporating humor in professional settings.

Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

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Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

1-Page Summary

Overcoming Imposter Syndrome and Self-Doubt

Andrew Metz and Heather Monahan share their personal battles with imposter syndrome. Metz admits to doubting his worthiness while rising through the ranks, but an inner voice drove him to overcome self-doubt, recognizing each challenge as a growth opportunity. Monahan, too, doubted her promotion to chief revenue officer due to her lack of credentials, but found herself overqualified upon earning the role.

Metz advocates embracing vulnerability. Openly sharing struggles like having young children or being let go, he says, helps foster trust and relatability. He also stresses avoiding a "perfect leader" facade, admitting ignorance to manage expectations and maintain credibility.

Building Trust and Intimacy with Teams

Metz has leveraged LinkedIn to connect with his sales team on a personal level. According to Metz, expressing vulnerability and failures creates genuine stories that humanize leaders and resonate with audiences. He supplements LinkedIn with smaller, intimate gatherings like monthly one-on-one rep meetings and team lunches to build meaningful dialogue.

Metz models vulnerability, believing actions like treating his wife well inspire his team more than explicit instructions. "I don't preach it. I live it," he states.

Boosting Employee/Team Confidence and Morale

To foster positive teams, Metz focuses on boosting confidence and morale:

Metz publicly acknowledges "small wins," providing positive reinforcement through unexpected praise. "Catching people doing something good" builds confidence, he says.

Metz's company empowers newer reps to mentor others, sharing knowledge to increase self-assurance. "Teaching is as valued as learning," he notes.

Incorporating humor creates a less serious, approachable atmosphere that puts people at ease, according to Metz. He counters the tendency toward excessive seriousness in corporate America.

1-Page Summary

Additional Materials

Counterarguments

  • While recognizing challenges as growth opportunities can be beneficial, it's important to acknowledge that not all individuals may have the resources or support to view their challenges this way.
  • Embracing vulnerability is generally seen as positive, but there may be workplace cultures or industries where showing vulnerability could unfortunately be perceived as weakness or be exploited.
  • Avoiding a "perfect leader" facade is commendable, but there must be a balance between showing vulnerability and maintaining the authority and respect necessary to lead effectively.
  • Leveraging social media like LinkedIn to connect with team members can be effective, but it may also blur the lines between professional and personal boundaries, which can be uncomfortable for some employees.
  • Modeling vulnerability is a powerful leadership tool, but it should not replace clear communication of expectations and providing direct guidance when necessary.
  • Publicly acknowledging small wins is a great way to boost morale, but it's important to ensure that this practice doesn't inadvertently create a competitive or unfair environment where some team members feel overlooked.
  • Empowering newer reps to mentor others can be empowering, but it's crucial to ensure they have the proper training and experience to provide effective mentorship.
  • Humor can indeed create a more approachable atmosphere, but it must be used carefully to ensure it is inclusive, appropriate, and does not inadvertently offend or alienate team members.

Actionables

  • Turn your personal challenges into a storytelling blog where you share your journey of overcoming self-doubt, framing each obstacle as a stepping stone to personal growth. Write weekly posts that detail specific challenges you've faced, the strategies you used to tackle them, and the lessons learned, encouraging readers to share their own experiences in the comments.
  • Create a "Small Wins Jar" at home or work where you write down daily accomplishments, no matter how minor, on slips of paper and drop them in. At the end of each week, review the slips to remind yourself of the progress made, and share a few with friends or colleagues to spread the positivity and encourage them to acknowledge their own progress.
  • Start a peer mentoring program at your workplace or within your community group, pairing individuals with varying levels of experience. Encourage the less experienced to teach something they are good at, which helps to reinforce their confidence and value, while providing the more experienced individuals with fresh perspectives and the opportunity to refine their mentoring skills.

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Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

Overcoming Imposter Syndrome and Self-Doubt

Andrew Metz and Heather Monahan discuss their personal battles with imposter syndrome and the strategies they've used to overcome self-doubt.

The speaker's personal experience with imposter syndrome and overcoming it

Andrew Metz opens up about his own journey with imposter syndrome as he progressed from a business development role to leadership positions. He admits to having feelings of being unworthy but recognizes an internal voice that spurred him to overcome these doubts. Metz acknowledges that imposter syndrome is common when stepping outside one's comfort zone, and he accepts that these challenges, successful or not, are opportunities for personal growth.

Heather Monahan shares her own story of struggling with self-doubt when she was aiming for the executive leap from vice president to chief revenue officer. She doubted her credentials because she didn't have a master's degree, was younger, and had less tenure than her C-suite peers. Faced with these doubts, Monahan pressed forward and earned the promotion. She found the role easier than anticipated, offering more salary, autonomy, and control, leading her to realize that she was not only qualified but overqualified for the position.

Embracing vulnerability and being open about failures/challenges

Andrew Metz advocates embracing vulnerability and authenticity. He recounts how sharing his personal stories and struggles openly on LinkedIn has helped foster trust ...

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Overcoming Imposter Syndrome and Self-Doubt

Additional Materials

Counterarguments

  • While embracing vulnerability can build trust, it can also potentially undermine a leader's authority if not balanced with displays of competence and confidence.
  • The concept of imposter syndrome can sometimes be misapplied or overused, leading individuals to self-diagnose without addressing other possible underlying issues such as anxiety or lack of experience.
  • Overcoming self-doubt is not always a linear journey, and some individuals may find that despite promotions or successes, feelings of inadequacy persist, requiring ongoing support or professional help.
  • The narrative of being "overqualified" for a position, as experienced by Heather Monahan, might not resonate with everyone and could be perceived as lacking humility or being out of touch with the challenges others face in the workplace.
  • Sharing personal stories and struggles on platforms like LinkedIn may not always be appropriate for every industry or corporate culture, and some may view it as unprofessional or too personal for a business setting.
  • Admitting ignor ...

Actionables

  • Start a "Challenge Journal" where you write down new tasks or roles you take on, noting your initial feelings of doubt and how you perceive them as growth opportunities. This can help you track your progress and remind you that discomfort often precedes development.
  • Create a "Vulnerability Pact" with a colleague or friend where you both agree to share one thing you don't know or an area you want to improve in each week. This practice encourages authenticity and can help build a support network that values learning and honesty over perfection.
  • Develop a "Skill Swap" initiative in your community or wo ...

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Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

Building Trust and Intimacy with Teams

Andrew Metz emphasizes the power of vulnerability and authentic connection in building strong relationships with team members.

Leveraging LinkedIn to connect with teams on a more personal level

Andrew Metz has leveraged LinkedIn to foster a sense of intimacy and trust with his sales team. He states that not many leaders take the risk of showing vulnerability on LinkedIn. By sharing personal stories about having young children, discussing alcohol use in corporate America, and being let go from an organization, Metz has managed to humanize himself to his audience.

He believes that posting content on LinkedIn, which includes expressing his vulnerability and failures, is therapeutic and meaningful, and it helps to create his own story. This openness makes Metz more genuine and has helped him gain traction with his team. When individuals show up as vulnerable on LinkedIn, their posts often go viral as they resonate with people on a personal level.

Sharing vulnerability, failures, and life outside of work helps humanize the leader

Metz talks about the impact of sharing his challenges on LinkedIn. His openness about subjects such as alcohol use in corporate settings and the experience of being let go have helped people see him as a real person. His willingness to share these experiences is, according to Metz, key in building trust with his team.

Creating smaller, more intimate settings for open dialogue

Beyond social media, Metz values face-to-face interactions with his team. He personally meets one of his 85 reps monthly, which, while difficult to scale, is crucial for maintaining personal connections and staying in tune with what is happening "on the streets."

Metz also mentions hosting lunches, such as one he had with the BDR team. This hour-long session provided a chance for team members to ask questions and learn about his career and strategies. He advocates for smaller group settings such as lunches or dinners, which create opportunities for more meaningful c ...

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Building Trust and Intimacy with Teams

Additional Materials

Counterarguments

  • While sharing vulnerability can build trust, there is a risk of oversharing or appearing unprofessional, which could undermine a leader's authority or the team's confidence in their leadership.
  • Leveraging LinkedIn for personal connections might not be suitable for all industries or corporate cultures, where professional boundaries are more strictly maintained.
  • Not all team members may respond positively to public displays of vulnerability; some may prefer to keep work relationships more formal and less personal.
  • Smaller, intimate settings for open dialogue are beneficial, but they may not be feasible for larger teams or may inadvertently exclude some members, leading to feelings of favoritism or isolation.
  • While leading by example is powerful, there are times when explicit in ...

Actionables

  • You can initiate a "story of the week" practice where each team member shares a brief personal story or experience during meetings to encourage openness and relatability. This could be about a hobby, a challenge they faced, or a small victory they had outside of work, allowing everyone to see different facets of their colleagues' lives.
  • Start a peer-to-peer recognition program where team members can acknowledge each other's non-work-related achievements or qualities, such as volunteering, artistic talents, or acts of kindness. This not only celebrates the whole person but also strengthens the bonds between team members as they learn and appreciate more about each other.
  • Encourage team member ...

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Confidence Classic: Take The Risk & DARE To Fail! With Andrew Metz Sales Leader & VP Of Sales At Zywave

Boosting Employee/Team Confidence and Morale

Andrew Metz stresses that to foster a positive and high-functioning team, leaders must actively work to boost employee confidence and team morale.

Catching team members "doing something good" and providing positive reinforcement

Publicly acknowledging and praising small wins helps build confidence

Metz speaks about the importance of catching team members when they're doing something right, not just when they make mistakes. He makes a point to highlight the positive aspects of his team members' performance, often from observations of statistics or recorded demonstrations. Unexpected compliments resulting from these observations tend to significantly boost confidence. Furthermore, Metz underlines the value of recognizing team members' past contributions in presentations, showing that as a leader, he is observant and appreciative of their hard work.

Empowering team members to teach and mentor others

Allowing people to share their knowledge and expertise boosts self-assurance

The organization Metz is discussing has implemented a formal mentor-mentee program where even newer team members, with as little as six months of experience, are given the opportunity to mentor newcomers. This is indicative of a belief that sharing knowledge and expertise can significantly increase one’s confidence. Newly hired sales representatives go through an eight-week boot camp training and are guided by more experienced sales reps, helping to create a culture where teaching ...

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Boosting Employee/Team Confidence and Morale

Additional Materials

Counterarguments

  • While publicly acknowledging small wins can be beneficial, it may also create a competitive atmosphere where employees feel pressured to outperform each other for recognition, potentially leading to stress and decreased morale.
  • Recognizing past contributions is important, but it could inadvertently lead to resting on laurels, where current performance is overlooked in favor of past achievements.
  • Empowering team members to teach can boost confidence, but it may also place additional pressure on employees who may not feel comfortable in a mentorship role or who are already overburdened with their workload.
  • Sharing knowledge is valuable, but without proper structure, it could lead to inconsistencies in training and the dissemination of incorrect or outdated information.
  • Incorporating humor into presentations and meetings can indeed make the enviro ...

Actionables

  • Start a "Kudos Corner" in your office where team members can post notes of appreciation for their colleagues. This creates a physical space dedicated to celebrating achievements and can be as simple as a bulletin board or a whiteboard. Encourage everyone to write a quick note when they notice a coworker doing something praise-worthy, fostering a culture of recognition and boosting morale.
  • Organize a monthly "Skill Swap" session where team members can volunteer to teach others something they excel at, whether it's a work-related skill or a personal hobby. This not only empowers individuals to share their knowledge but also strengthens team bonds and self-assurance as they see the value they bring to the group.
  • Introduc ...

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