In this episode, we explore key dilemmas faced by sales leaders, including can you transition from farmer to hunter, handling 'creepy' behaviour, and managing client presentation pressures. Our expert panel offers nuanced insights and practical advice for navigating complex situations in sales management. Topics · Transitioning account managers to new roles · Hunters vs Farmers · Handling uncomfortable workplace behaviour · &nb...

Dilemmas explores difficult situations faced by sales managers. In this episode we look at deal allocation, team development, and hiring decisions. Featuring insights from experienced sales leaders, it offers practical strategies for effective sales leadership. Key topics Deal allocation strategies between A and B playersBalancing fairness and performance in team decisionsThe importance of rules and transparency in sales managementCoaching and developing struggling salespeopleThe role o...

In this first episode for series 2 of the Real Sales Manager podcast we explore the complex dynamics of managing disruptive salespeople, the importance of character and integrity in sales leadership, and practical strategies for handling challenging situations in sales teams. We explore two typical dilemmas for sales managers: · you have a good, reasonably well performing salesperson, but who is being incredibly disruptive to the team; what will you do? · &nbs...

In this episode of the podcast Steve Hoyle interviews Rob Herbst about the evolving role of sales managers and the essential traits that contribute to their success. Rob shares insights from his extensive experience in sales leadership, emphasizing the importance of personal development, accountability, and building trust within sales teams. The discussion also touches on the impact of technology and data on sales management, the necessity of coaching and feedback, and the mindset shift...

In this conversation, Lennart Sigterman, a hugely successful and experienced sales leader, shares his journey into leadership. He emphasizes the importance of understanding team dynamics, building a strong team culture, and the role of vulnerability in effective leadership. He discusses the challenges of transitioning from a sales role to management, the significance of clarity in leadership, and the characteristics that make a successful manager. Lennart also highlights the essence of sales ...

In this podcast conversation, Andrew Smyth shares his unique journey from being a tradesperson to becoming a successful sales person, sales manager, and senior leader. He emphasizes the importance of understanding customer perspectives, effective communication, and the need for visibility in leadership roles. Andrew discusses the characteristics that make an effective sales manager, including listening, involvement, and recognition of team members. He also highlights the differences in mana...

In this episode of the Real Sales Manager podcast, Rebecca Hatch shares her unique journey from being a lighting engineer to taking on leadership roles in sales. She emphasizes the importance of relationship building, honesty, and effective communication in both sales and management. Rebecca discusses the challenges of transitioning into leadership and the value of an MBA in her career development. Throughout the conversation, she highlights the dual roles that professionals, espe...

Daniel Keating is a super salesperson, turned sales manager, turned entrepreneur, turned advisor to European based organisations wanting to establish or grow their presence in the USA. The discussion covers the complexities of navigating the US market for startups and the unique challenges of selling to early stage companies, covering selling them products or services as well as selling yourself as a potential employee, where in my opinion he is particularly insightful. Daniel offers valuable...

In this conversation, Jon Keating shares his journey into sales leadership, discussing personal experiences, the transition from individual contributor to manager, and the importance of self-motivation and coaching in leadership roles. He reflects on his early sales experiences, the value of structured training, and the significance of understanding team dynamics and individual motivations. Jon discusses the importance of adding value as a sales leader, the role of data in sales management, a...

In this conversation, Mark Goossens (Managing Director, Head of Public Sector Sales for IBM Technology in UK) shares his journey from engineering to sales leadership, emphasizing the importance of trust, emotional intelligence, and understanding individual motivations in sales management. He reflects on his experiences, mistakes, and triumphs, offering valuable insights for aspiring sales managers. You can see Mark's profile at https://www.linkedin.com/in/markgoossens/ Key Takeaways · ...