The Interview

Kluster's Take

Tom spoke with Josh Seidman, Sr Director, Sales at Alyce. He tells us about his philosophy of ownership, accountability and responsibility.

Josh places real importance on thinking about the customer. He tries to add value in every single interaction. His approach boils down to having a “CEO Mindset”. This refers to owning your business and taking responsibility. He tells us that without this mindset you become complacent and let things slide. When you think like an owner, you are in full control, you know what needs to get done. Josh sets goals for himself each day, always adding value to the customer. 

If a rep is struggling, Josh looks inwards to understand what are the things that he’s not doing. For example, did he spend enough time on daily coaching? He asks whether he's doing these things consistently, empowering reps to be successful. 

In consultative roles, it takes a true interest in helping customers solve problems. Josh explains that it requires passion to take your organisation to the next level. If you become a figure in the lives of your customers, they’re going to go to you for the next company they work for.

Josh believes there are 10-15 metrics that are really important. These include average contract value, meetings booked and win rates. When he sees a performance dip, he starts to question what the issue is. Josh stresses that the data doesn’t lie, it’s used to facilitate conversations. Data is used with a regular cadence in coaching sessions. 

Josh’s philosophy is that you should be thinking about how you are getting 1% better every single day. It’s about finding people that love the process of getting better. Rather than becoming attached to outcomes, he focuses on the behaviours driving them.