Adaptability and Coachability
02/02/25 • 7 min
In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust, and long-term potential in business and sales leadership.
KEY TAKEAWAYS
[00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strength.
[00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market.
[00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust.
[00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don’t know.
[00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback.
[00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential.
[00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity.
[00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee’s resistance to change is really about their comfort zone.
QUOTES
[00:02:17] "It’s not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask."
[00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change."
[00:04:58] "The best performers never protect their current level—they always push for what’s next."
[00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if’ often resist growth."
[00:06:09] "When employees pull the ‘trust card,’ it’s often their last resort to avoid change."
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlin
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive into the critical role adaptability plays in career success. They explore why some professionals resist change, how coachability and curiosity shape growth, and what leaders should look for when hiring top talent. Through real-world examples and insights, they unpack the psychology behind adaptability, trust, and long-term potential in business and sales leadership.
KEY TAKEAWAYS
[00:00:25] The Misconception About Adaptability – Many professionals mistakenly see adaptability as a weakness rather than a strength.
[00:01:28] The Evolution of Career Mobility – Job-hopping is no longer a red flag but an expectation in today's job market.
[00:02:39] Trust, Micromanagement, and Coaching Resistance – Leaders should examine the deeper reasons behind employee concerns about trust.
[00:03:44] The Fear of Change and Growth – Some individuals resist coaching because they fear exposing what they don’t know.
[00:04:07] The Link Between Coachability and Adaptability – Success depends on both being coachable and having the courage to act on feedback.
[00:04:58] The Ceiling Effect in Performance – Those who resist change often never reach their full potential.
[00:05:25] Curiosity as a Key to Growth – A lack of adaptability often correlates with a lack of curiosity.
[00:06:47] Recognizing and Managing Resistance in Employees – Leaders must understand when an employee’s resistance to change is really about their comfort zone.
QUOTES
[00:02:17] "It’s not a problem not to know, but it is a crime punishable by death not to do anything about it and not to ask."
[00:04:07] "Coachability and adaptability go together—you have to be coachable first, then courageous enough to change."
[00:04:58] "The best performers never protect their current level—they always push for what’s next."
[00:05:25] "Curiosity and adaptability are deeply connected—those unwilling to ask ‘what if’ often resist growth."
[00:06:09] "When employees pull the ‘trust card,’ it’s often their last resort to avoid change."
Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/the-importance-of-recruiting-behavioral-traits-with-chaz-maclaughlin
Enjoying the podcast? Sign up to receive new episodes straight to your inbox:
https://hubs.li/Q02R10xN0
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0
Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
Previous Episode
A Board Member’s Perspective on Sales Leadership with Sunil Dhaliwal
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Sunil Dhaliwal, a seasoned venture capitalist and founding partner of Amplify Partners. The discussion dives deep into the challenges and skills required for startup sales leaders, emphasizing the importance of accuracy, adaptability, and honest communication. They explore the different growth stages of a company and how the role of a sales leader evolves with them. They also touch on recruiting, retaining talent, and preparing for board presentations. Dhaliwal shares his journey from Battery Ventures to founding Amplify Partners and provides insights into emerging trends and the impact of AI on various industries.
ADDITIONAL RESOURCES
Connect and learn more about Sunil Dhaliwal.
https://www.linkedin.com/in/sunildhaliwal/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:01:52] The Challenges of Startup Sales Leadership
[00:02:49] The Importance of Accuracy in Sales Leadership
[00:04:03] Finding the Right Sales Leader for Startups
[00:05:47] Navigating the Maze of Early-Stage Sales
[00:08:23] Communicating with the Board: Honesty and Accuracy
[00:11:29] Key Competencies for Startup Sales Leaders
[00:19:14] Presenting to the Board: Best Practices
[00:24:26] Establishing an Effective Operating Rhythm
[00:30:43] Seeking Advice from Experienced Leaders
[00:31:36] Key Metrics for Young Companies
[00:32:07] Importance of New Logo Growth
[00:33:58] Retention and Sales Productivity
[00:34:32] Challenges in Scaling Sales Teams
[00:42:51] Stages of Company Growth
[00:46:32] The Role of a CRO
[00:50:27] Energy Management in Leadership
[00:56:33] Founding Amplify Partners
[01:00:03] Identifying Emerging Trends
[01:02:52] The Future of AI in Business
HIGHLIGHT QUOTES
[00:03:19] "Their job is accurately conveying what's happening out there. Where are we good? Where are we bad?"
[00:12:03] "At different stage companies, if the product's not working, I can complain about it in a startup company. The product is not going to work the way everybody wants it to work."
[00:13:32] "Early stage companies, the mission for a CRO is more about discovery and asking questions rather than simply closing deals."
[00:17:39] "Your biggest problem is somewhere between your CEO and founder, your board, there is stuff that they believe that isn't true."
Next Episode
The Reflective Journey from Sales Leader to CRO with Alex Varel
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by accomplished sales leader, Alex Varel, CRO at Multiverse. They discuss Alex's diverse career across media, software, and technology companies, including his transition to human capital management software. The conversation covers valuable lessons on leadership, the importance of authenticity, and the role of vulnerability in personal and professional growth. Varel shares insights on the significance of iterative improvements, data-driven decision-making, and a team-first mentality in scaling sales organizations. He also emphasizes the importance of an effective operating rhythm, recruiting the right talent, and balancing internal promotions with external hires. Varel's wisdom, examples, and memorable stories offer valuable takeaways for sales leaders aiming to drive growth and foster a culture of continuous learning and adaptability.
ADDITIONAL RESOURCES
Learn more about Alex Varel and his company through the links below.
https://www.linkedin.com/in/alexvarel/
https://www.linkedin.com/school/joinmultiverse/
Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0
Check out John McMahon’s book, The Qualified Sales Leader: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064/
HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:50] Alex’s Journey Through Sales Leadership
[00:03:06] The Power of Vulnerability and Authenticity
[00:05:19] Lessons from Defeat: Embracing Challenges
[00:17:27] The Role of a CRO: Responsibilities and Mindset
[00:37:17] The Pandemic of Certainty
[00:37:40] Learning from Various Sources
[00:38:55] The Importance of Note-Taking
[00:39:25] Learning from Everyone Around
[00:41:03] Operating Rhythm for a CRO
[00:42:35] The Value of Skip-Level Meetings
[00:45:52] Transforming to a Broad-Based Success Mentality
[00:53:50] Key Metrics for CROs
[00:56:56] The Role of External Leaders
[01:04:03] Traits to Look for in Recruits
HIGHLIGHT QUOTES
[00:12:50] "Learning is in the difficulty."
[00:31:58] "You are responsible for giving accurate feedback to every executive team member, especially the CEO."
[00:46:47] "You can always count on human fallibility, errors are to be expected."
[00:49:24] "Driving iterative improvements in a short period is critical for broad-based success."
[00:49:39] "The mindset should be about team performance over individual performance."
[01:10:56] "Don't die on every single hill; prioritize your time and energy to move the needle where it matters."
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