Amanda is joined by special guest Matthew Huffer, UK Market Director for Taylors of Harrogate, for an engaging discussion on unconventional career paths, leadership transitions, and the invaluable lessons learned in sales.
The Jungle Gym Career Path
The concept of a "jungle gym" career path is a metaphor that opens the door to exploring career growth in multiple directions - up, sideways, or even diagonally. This idea shatters the traditional notion of a linear career path, suggesting that lateral movements can be just as enriching as climbing straight up a corporate ladder.
Moving sideways within a company can provide unique opportunities that may be harder to secure when switching companies. Matthew encourages cross-functional experiences as a pivotal component of leadership development. "These varied experiences can open doors to career growth and leadership development within an organisation," he says, adding that it provides a holistic view of the business and enhances overall skill sets.
From Sales Manager to Sales Leader
Matthew and Amanda talk about the challenges faced when transitioning from a sales manager to a sales leader. It's not just about meeting sales targets; it's about empowering team members to achieve results in their own way. "A great leader allows for autonomy in execution while ensuring that the team's goals are met," Matthew emphasises. Reflecting on his first leadership role, he underscores the importance of fitting into the organisational culture and seeking mentorship for continued growth.
Broadening Horizons for Greater Impact
Yorkshire Tea has a remarkable 40% market share in the UK, and Matthew shares his career journey from a graduate training program to his current role as the UK Market Director. He emphasises the significance of gaining broad career experience and expertise across various functions within a company. His advice? Provide working examples of career advancement within the organisation to inspire others and create role models for different job positions.
He admits to some regret for not engaging in a more varied career path earlier. He stresses the need for a mix of technical and behavioural skills for achieving long-term success. This introspection fuels his current focus on encouraging cross-functional movement within his UK commercial team at Taylors of Harrogate. By investing in coaching and technical skills development, Matthew aims to support internal recruitment and nurture talent within the company.
Cultivating a Positive Workplace Culture
Matthew highlights one of the standout elements of Taylors of Harrogate culture which is the encouragement to bring one's true self to work. "Positive regard, respect, and acknowledgement of individual humanity create a thriving workplace environment," he explains. This culture fosters deep relationships and trust among colleagues, providing a fertile ground for personal and professional growth.
Recruitment and Leadership: Lessons in Behavioural Influence
Matthew's recruitment advice is simple yet profound: "Recruit for attitude and intellect, as technical skills can be coached. Behaviours, however, are deeply ingrained." For any sales leader, this insight is invaluable.
He also shares that the quintessential secret to leadership is listening intently to both the team and customers. This approach builds trust and garners valuable insights, shaping a more cohesive and effective team. Moreover, he thrives on organising fun activities for his team, which helps maintain a positive and tight-knit atmosphere.
Vision for the Future
Matthew’s vision for integrating sales and marketing teams aims to remove internal friction, focusing all energy on serving customers and consumers. He anticipates challenges, including encouraging movement between functions and helping employees grow by taking on roles that may be uncomfortable but are ultimately developmental.
In wrapping up the episode, Matthew and Amanda discuss working on the business rather than in the business, and how focusing on mentoring and coaching, creates an environment where innovation thrives, and individuals can flourish.