#116 Keith Hawk: Relentless Focus on the Process
Keith "Pistol" Hawk was VP of Sales at LexisNexis where he led a salesforce of over 1,000 people. He co-authored "Get-Real Selling: Your Personal Coach for REAL Sales Excellence" and he's given many keynote speeches at corporate events about leadership.
In this episode we discuss:
-How his upbringing helped him become self-reliant at an early age
-The power of presence when raising children
-The keys to a long, happy marriage
-Pitfalls of leadership
-Having hard conversations at work, and more
Key Timestamps & Topics
[00:00 - 05:30] The Pistol Pete Origin Story
How his kids nicknamed him "Pistol" after Pete Maravich
Early athletic influences: Pete Rose's "Charlie Hustle" mentality
The value of effort over pure talent
Growing up in small-town Ohio
[05:30 - 12:00] Early Lessons in Self-Reliance
Selling seeds door-to-door at age 11
Paper routes and ice cream sales at ballparks
"You lose the fear of the word no"
Parents who didn't helicopter - letting kids deal with adversity
[12:00 - 18:30] His Father's Inspiring Journey
Dad went from factory welder to engineering degree
Driving 45 miles each way to night school for 8 years
Graduating college the same week Pistol graduated high school
"He really worked hard for a guy that didn't like school when he was young"
[18:30 - 25:00] Parenting Philosophy: Presence Over Interference
Not being helicopter or "lawnmower" parents
The one-match fire challenge and building self-reliance
Being available for counsel without leading by the nose
"Very good for counsel, especially my dad"
[25:00 - 32:00] The Ultimate Dad Move
Missing only 2 games in AJ's 11-year NFL career
Splitting games with his wife during college overlap years
"You go to your kids' games, right? I just get to do it for a longer time"
AJ flying back for kids' games during NFL Draft weekend
[32:00 - 40:00] Youth Sports Coaching Wisdom
Focus practice time on playing the game, not calisthenics
"These are kids. They're already in shape"
Multi-sport over specialization: "It's about competing"
The "running a Trotwood" team-building exercise
[40:00 - 48:00] Marriage: Keeping It Fresh After 45 Years
The daily ritual: brushing teeth before going home
"I want to treat her like I'm going on a date with her"
Avoiding the trap of taking each other for granted
Being intentional about being a servant leader
[48:00 - 55:00] Sales Philosophy: Success Follows Customer Success
Writing "Get Real Selling" only on airplanes
"My success can only follow the success of the customer"
Why great salespeople are listeners, not talkers
The stereotype problem with sales
[55:00 - 65:00] Leadership Lessons: Front Lines vs. Ivory Tower
Leading a 1,500-person sales organization
The importance of being on customer calls
"There's no substitute for direct communication"
Focus on process metrics, not just end results
"What are the plays we're running that are successful?"
[65:00 - 75:00] Hiring: Simulations Beat Interviews
AT&T's all-day simulation process
"Interviews are useful, but are not enough"
Looking for organization and listening skills
Putting candidates in the "natural habitat" of the job
[75:00 - 85:00] The Career Pivot That Changed Everything
Getting replaced as head of sales
Proactively approaching the new CEO with a solution
"I am a collection of experiences, skills, and knowledge"
Five years as the "battle-tested" customer problem solver
Coming back as "a sharpened weapon"
[85:00 - 92:00] Golf and Making Yourself Available
The "Join Us" philosophy on the golf course
Meeting 70-80 new people in four months
"If you make yourself available, people really appreciate that"
[92:00 - 98:00] Rapid Fire: Books, Advice, and Legacy
Recommended episodes: Kat Cole, George Raveling, latest Hawk Boys episode
Book recommendations: "The Score That Matters," "In Search of Excellence"
What he hopes his sons say about him: "He was always there for me when I needed him"
[98:00 - 102:00] Three Career Success Principles
Organize your life: Be proud of how you go about your business
Become a tremendous communicator: Public speaking can help you "outrun your other skillset"
Always be a great teammate: Not just an individual contributor
Key Quotes
"My success can only follow the success of the customer."
"Great players are easy to scout. It's the good ones that lure you into thinking they're great."
"You've gotta fight through the nos to get to the yeses."
"It's our duty as a leader to be in a good mood."
"Little eyes are watching all the time."
Resources Mentioned
Book: "Get Real Selling" by Keith Hawk and Michael Boland
Book: "The Score That Matters" by Ryan Hawk
Book: "In Search of Excellence" by Tom Peters
Podcast: The Learning Leader Show with Ryan Hawk