The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 1 year ago

Empowering Women in Sales Leadership w/ Jerice O’Malley


You look around the room of sales leaders and realize you’re *still* the only woman.

It can’t go on like this.

In this episode, I interview Jerice O’Malley, Head of Sales at Amplify, about how she achieved sales leadership success and helps raise other women to sales leadership roles.

What we talked about:

  • Strategies for networking during a pandemic
  • Jerice’s journey to sales leadership
  • The importance of D&I initiatives
  • Mentorship and relationship begin with conversation

Check out these resources we mentioned during the podcast:

  • #GirlsClub is a mentorship program for female sales leaders
  • Kiva is a nonprofit focused on micro lending
  • SV Academy helps reduce barriers to tech sales roles

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Welcome to the sales engagement podcast.This podcast is brought to you by outreach, the leading sales engagement platform helping companies, sellers and customer success engage with buyers and customers in the modern salesera. Check out sales engagementcom for new episodes, resources and the book onsales engagement, available on Amazon and Barnes and noble or wherever books are sold. Now let's get into today's episode. Well, hello everybody and all ofour wonderful listeners of the sales engagement podcast. My name is brick PACHESTA. I'ma senior manager of sales development here at outreach and I have a veryspecial guest with me today, dree o'malley. Very nice to have you for havingme. Rex dres is actually ahead of sales. Just started a newGIG, which is very exciting and always love to see women leading of salesteams and you're at amplifies that right. Yeah, just started a few weeksago. Love and life and meet in the team. Well, congrats onthe new GIG. How has that been? Actually, side note on boarding duringthe pandemic. I feel like I have to ask everybody who starts thisyear it's pretty wild. I have met several folks that have made the jumpand it's scary, it's different, but I think one of the things thatcovid is taught me is life is short and and definitely take the opportunities whenyou see them. Just because we're in a pandemic doesn't mean we completely haveto change our life schools. So there was an amazing opportunity that presented itselfand I said, let me take it, let me find some courage inside toleave a company, join a new one and start my new path.So I would recommend people just take the time to reflect and if it's theright choice, then just take it. In the short time I'm going toknow each other, I feel like that is a special talent of yours,and just being able to go for it...

...and put yourself out there, andthat is, in fact, actually, for those listening, how to restand I met. She reached out to me on Linkedin, which I feellike more people should do. This. Just said Hey, I have abunch of connections that I don't know who they are and you and I shouldjust hang and get to know each other since we already connected. I waslike, well, how refreshing. I'm not getting pitched, nobody's asking me. It's just like a nice get to know you. Would you say thatyou do that often? Yeah, you know what, like Linkedin has beena great platform. You know, I use it to understand more about companies, kind of like my new source. It is a way that bridges relationshipsand connections. On the professional side, people, you know, are opento chatting if you have value to bring. I think that's a platform to reachout and also people that you have connected to make sure that you getto know them. I think you know, myself included, had a habit ofof reaching out to folks, and as those hundreds go grow into thousandsand into five thousand to Tenzero, you start to lose track of who you'veconnected to, and so I'm trying to do a better job of meeting thepeople that I've connected with and it's really been fulfilling. That's awesome and it'ssuch a good reminder right like the world can be a very small place ifyou'll let it be. So much I feel like of the opportunities that I'vebeen fortunate enough to find and kind of get introduced to are because somebody likea person was nice enough to show me that or to empower me to dothat, and that's actually the topic of our entire podcast today. How canwe better empower the women around us? So I'm super excited to talk withTherese about that today hopefully get everybody here some ideas and how they can walkaway with some pretty tactical opportunity to say you what we can be better aswomen in the workplace. I think we can do a better job of hypingeach other up and making sure that success is available to everybody. So maybewith that I can start peppering you out with questions. There res Tell me, like, from your perspective, you...

...worked your way up to ahead ofa sales department. Like what has your experience in your journey as a womanin the workplace look like? Yeah, it's been interesting. I feel veryfortunate. You know, my career has been focused in the data analytics industrythe last seven, almost eight years now, and I started off in softwares ofservice on the sales side, moving into the consulting side and I'll behonest, every company I've worked with I've been them in a minority. Itake a look to the left and right. Seldom see another female. She's betold, sales is still a white man's job and there's some really greatones out there. And I'm so used to working in the boys club,I think as I've moved into a sales leadership role, and makes you think, how do we get other women into these roles if the only other folksare not like us? And so it makes us ask the question, whatcan we do to get more women into these entry level sales rolls, getnotice and feel empowered so that they can make that leap into the same rolethat you and I are in. So I think that's what's been the mainquestion. Yeah, and it's so true right, because it's one thing tohire folks. I know a lot of companies have the initiative to hey,we want to get more women the sales team, want to get a morediverse sales team, but it's time and time again, we've seen this moviemany times. If you hire somebody who is the minority in some way,shape or form, throw them into a group of people who's pretty homogeneous,they already have their like clicks, for lack of better words, like theway they share information. I could be really hard to find success. Butyeah, kind of defeats the purpose of like if you can't retain people,bold I'm like, what are you doing right? Yeah, exactly retaining peopleand retention just as a topic. I mean two thousand and twenty. That'swhat we've seen with the DEI initiative. You can attract talent, you canyou can get more women into it, but if you don't have any programsin place or people that look like you...

...or act like you, you're goingto lose them. And so you know, I hope you know, folks thatare listening days, is so incredibly important, especially getting women just intoseals leadership roles or leadership roles in general in the technology space. Yeah,it is the Turkey beast. And I think one thing that I've heard acouple times like, okay, well, people just need to know, youknow, if the introduce folks in your network and as a woman and sales, like just reach out to people, but it's not always that easy.Could be super intimidating or just be like okay, I guess I'm going toput all my extroverted hat and then just go ask a bunch of people forjobs. But like why do you think it is so intimidating and so difficultfor folks to do that. So there's a boys club that exists and somegirls are in that boys club and for some reason women seem to be threatenedor intimidated by the other woman in the room. And if you think backto, I don't know the first salesperson, there had to be more right andyou're probably getting a lot more white men into it and I don't feellike they had that same threatening feeling. And so that's what I would sayto all the women out there is, when you see another woman, beinviting, be inclusive, don't think about them as your competition. Yeah,they might be, but if you work together of view, if you collaborate, if you reach out, we're all in this together. And so Ihave a really great quote by metal and also things that I have to share. There's a special place in Hell for women who don't help other women.I think that's a very in your face to buy that, but I meanwe have to help each other. If we don't, we're going to continueseeing if a trend where women don't enter into these sales leadership rolls. Sojust think about it from a community perspective, like let's try to up level thegame, let's let's get more of us into into leadership roles. WhatI hear you saying is like looking at...

...each other like competition. For sure, that happens, right, because I think we on intentional and I'm forsure done this in my life. You have, we have a scarcity mindsetof like there's not enough to go around and like, if I'm here,then like it's by super lucky chance of the universe that I made it.I'm going to box people out because this is like my spot. But it'sso not the case. I mean, you look at this, the amountof opportunities that are out there, just like cross like my own internal team, and I'll like hey, like, yeah, why would we share thewell, because there is totally enough. Yeah, I got to give aquick shout out to angel and Colleen, to amazing women that I worked withat a pass company, both Badass women that did a really great job buildingrelationships. Yeah, they were my competition, but quite frankly, I learned somuch from them just by having a conversation. So that's what I wouldinvite other sales reps, and don't only obviously reach out to other women,which is the point of this podcast. But you have a lot of alliesout there. I have a lot of great friends guys that are that arein sales. We need to lean on them just as much as we needto lean on the women up. So just being more inclusive and reaching outand and asking for help. You know, for some of us that are moreintroverted, sometimes you do have to put on that hat, put onthat extroverted hat. Just reach out, but but don't reach out just fora one off conversation. I think that leads into what we can do rightm you're going to reach out, maybe to be a mentor or even toask for a mentee. Try to make it a cadence or don't just doa one off and makes more sense and it drives more more of a relationshipif you start meeting with them regularly. Yeah, that's that's a really goodpoint and it comes back to that idea of like as leaders, sure,we should reach people one off, like we got to build that relationship andit just it helps people grow their careers and de develop up internally and evenjust like getting advice on a regular cadence...

...and like feeling like there is support. I think that goes a long way. That's a really good reminder. Yeah, and I know we sent a lot of time talking about like whatwhat it currently looks like now, but I mean you and I are bothin sales leadership roles. I'd love to hear from you, like, where'sthe time that you've been able to empower someone as a leader? Like Watchhelping people develop is probably why we all got into this GIG, right,like, of course, like you have reporting is an important skill set,like executive presence. That's important, right, but we all want to help peopleand develop them in their career path. I didn't tell her I was goingto talk about her, but I'm putting her on the spot. Amyis one of our teammates here. It outreach. She's an outbound sales coordinator, which means that she is essentially the glue of our scur team, thatshe doesn't carry a quota, but she is doing things like making sure thatmarketing, demand Jay and sales development sales well working together cohesively. She doessome like really killer recon work in terms of research, helping reps hit theirnumber, looking for things in their accounts and I think one of my favorite. I guess it was a moment for like a time in her trajectory here. She actually just got promoted to she's going to be she will be carryinga quota now as an inside market development rep, which we're very excited for. When I started to see her voice her opinions, because for a whileshe's pretty quiet, she and I talked about this a lot. So Ihope people are like wow, brook, your are your to launch your bloy. But she has so many good ideas and I think it can be reallyeasy to sit kind of in the corner and just feel like a fat I'mjust here, like I'm just going to keep quiet. I'm at the tablebut I'm not participating because it's not my thing. But working with her andfinding opportunities be like hey, you have awesome ideas. Not only do Ithink you should say them, but I think you should run with them andlike drive a project, present it to the whole team at sixty people.We so we did that. She was they want to present it and shecame to me after being like I didn't tell you this, but I amterrified of public speaking. So that was really scary. But I'm glad thatI did it and since then I've just...

...seen her blossom into this force onthe floor of like knowledge. She's a trusted advisor for the reps. shehas so much intel around how the business and the company works. It's justbeen so fun to see her excel and I can't wait to see her continueto do well, whether it's at outreacher wherever. That's amazing and we needmore stories like that, which, you know, I have to Brag ona few few folks. So most recently I found out about an amazing companycalled SP academy and part of their mission is to help kind of reduce barriersinto entry level stills rolls. Their focus market is is minorities and women,and I have the opportunity to meet incredible people. I think probably ten elevenfolks that I've been able to mentor but the for that kind of stick outto me Olivia, Sarah, Alex and Katie. These women are just readyto kick ass in this world and I think being able to believe in themand seeing them lift up their spirits when someone in a leadership role, youknow, just takes the time to talk to them. It's so empowering,and so others out there. Just find someone that isn't an entry level rolland just give them some of your time. It's incredible for both both parties interms of what we can do. Brook, I think joining these networkingcommunities as fee academies great. They're always looking for great mentors. Reach outonce a month to add it to the list of things to do, butnot. It's not a chore. It's fulfilling, right, at least Ihope it's fulfilling, but mix it up. Meet with someone internally, try tobe there for them, try to hear what they're trying to do andempower them to do what they need to do, and then reach out externlyinto your network. I'm sure some of you guys have have made connections thatyou don't really know if the time'll be yeah, right, and who knows, maybe you can't help them, maybe...

...they just want someone to chat with, or maybe they want to know how did you get there, and that'swhen you know the sort of beauty behind these relationships come to fruition. Yeah, that's such good advice. So I think now I have it to dolist like. Okay, I got to go reach out to at least oneperson and do exactly what you just did or did when we first met you. Like I'm connected with you, but I've never talked to you outside ofInternet, like Linkedin Chat, so we should chat. What else could wedo? Like when you think about reaching out to people internally, like whatwould that look like for folks? Yeah, I think. Well, when youdo reach out, definitely set your expectations, like what is it thatyou're trying to get and what is it that they are and maybe there's thereisn't the right connection there and maybe because you set those expectations, you moveon to someone else where there is a fit and make sure that there's yourexperience on both sides is a match. Right, someone's trying to learn howto do x and this is what you can offer them. So that goesfor the internal folks. And then for for your own personal self growth,find a mentor, and that could be in network, out of network.It sound like a healthcare provider there, but your TPO and your HMO mentor. But you know, we don't get better in our own roles unless wehave the right role models. So kind of try to find someone that youlook up to and reach out. Hopefully they'll make some time for you and, if not, move on to someone else. I think it's just asimportant to help others as it is to help yourself. That's something that weall forget about, is taking care of yourself. Yeah, that's such goodadvice. And I think the mentorship aspect of so many times you want,well, how do I find a mentor? Sometimes you don't always have to saylike hey, stranger, will you be my mentor, because that canbe kind of uncomfortable. But I think it just truly starts with a conversationanybody who want to view as a mentor. Now it started with me saying,Hey, I have a question. Here's the thing that's happening at work. I need your advice. You seem... you've done it before. Canyou talk me through it? And then that just blossomed into okay, nowI'm asking questions. Hey, do you mind if I do this every month? Or be mine who stay in touch and an awesome relationship is grown.So yeah, I definitely would double down on that. And what about likeother organizations that are out there? Folks are looking for linkedin groups to join. I like what might be some that are top of mine for you.I have heard of a company called Girls Club, which I know who Ijust signed up to be a mentor there, so I hope I'm really excited tosee what that's like. You've given me some great, great advice onthat one. There's a lot of other things and it doesn't have to bedirect peer to peer. There's a company called Kiva. I'm super passionate aboutthis. It is a nonprofit focused on micro funding, and so I thinkas we get into positions of leadership, and you know that compensation boost isthere, give back. I've created a group on there called empowering women globally, very proud of that, and I'm able to loan to other minorities andwomen who need the funding to help do something that they're passionate about. Taketo look around. There's so many different communities, programs, nonprofits that youcan give your time, give your money, give your energy into and find somethingthat you're fulfilled with. Don't just do it for the sake of it, because that's that's not helpful for anyone that's got advice and hopefully you knowit gets your psyched on doing stuff like this and you can pay it forwardand then that next person feels empower to do it again and create a solidchain women empowerment. Yeah, I've got one last story to end up.I definitely did not run it by her, but I have a bank off betweentwo companies. Her name was Monica and she was, I think,a past like sales engineer, moved into sales and product. First product,product. Honestly, the comparison work would quite the same, but when itcame down to it, there was something about this female empowerment that really stoodout to me. And yes, phenomenal...

...sales rep also just great interaction,right, but I went. I went with her and I think you know, the advice out there is don't make your decisions simply because we're females likethat's not it, but just be more open minded and help help level outthe playing field. And so, again, the products we're pretty similar. Iwent with the woman on this one it. She just gave that amazingcustomer service and I think that's what we should all strip to. That isawesome in way. To Go, Monica, wherever you are. So I knowwe're just about at the end of our time here Juris, but iffolks want to get in touch with you and do this thing that we've beentalking about, meaning reach out and build their network with genuine connections. Howcan they get ahold of you? Yeah, well, I thank for both ofus, all of you out there. You can tell how passionate about brokenI are on this topic. Reach out to us on Linkedin. Yeah, that's free. Should find us and that's where we should connect, sweet, and then remind us full name so they can search you and company.Juris O Malley and I work with amplified consulting partners. Amazing, and Congrats, I'm getting made it very exciting. Sweet, will again. My nameis Burke Pachesta. I'm an outreach and sales development. So, yeah,we would love to chat with you all. I think we should all continue payingit forward. Sooner than later going to see more women and sales leadershipposition. So looking forward to it, and thank you so much to resfor spending your time today. It's been a been a pleasure, Brek.Appreciate it. This was another episode of the sales engagement podcast. Join USat sales engagementcom for new episodes. Resources and the book on sales engagement nowavailable on Amazon, Barnes and noble or wherever books are sold. To getthe most out of your sales engagement strategy, make sure to check out outreach,the leading sales engagement platform. See you on the next episode.

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