Game Plan for Business│Ryan Johnson

Art & Science of Complex Sales

Discover how Ryan Johnson, the innovative fractional COO of Three Sparrows Executive Services, translates athletic discipline into business success in our newest episode. With his background as a former athlete, Ryan shares valuable strategies for sales entrepreneurs aiming to improve their performance.

From Field to Office (6:42)

Ryan shares his journey from being a disciplined athlete to applying those principles in his recruiting career and eventually in executive leadership. Despite not being the most talented player, he relied on grit and ingenuity to excel. He emphasizes the importance of doing more with less, learning from lower levels of coaching where resources are limited, and applying this mindset to business. Ryan's success lies in his ability to hold himself and others accountable, and he enjoys bringing this approach to the small business world.

Bridging Sales and Operations (14:03)

Paul discusses with Ryan the transition from being a business owner to serving as a fractional COO for multiple companies. They delve into the crucial elements necessary for effective execution, particularly emphasizing the importance of team cohesion and coachability. Ryan highlights the common challenge of integrating sales and operations, stressing the necessity of collaboration between the two departments for overall success. He advocates for empowering employees to think like owners and executive leaders, especially in sales roles, as they play a pivotal role in driving innovation and providing valuable insights for operational improvement.

Investing in People (26:36)

Paul and Ryan discuss the prevalent theme among leaders regarding the significance of investing in people and coaching. Ryan emphasizes the challenges and costs associated with employee turnover, especially in terms of training and ramp-up time, particularly on the sales side where relationships are crucial. He stresses the importance of investing in training and development to retain talent and maintain a steady pipeline, thereby avoiding downtime in the sales cycle. Ryan warns against the detrimental effects of poor communication, work ethic, and leadership, which can quickly lead to negative perceptions from clients and customers and ultimately impact sales performance. He advocates for a positive yet realistic approach to growth, focusing on nurturing existing talent for long-term success.