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 shifts required to thrive in a tumultuous business environment. Rob concludes with advice for new sales managers, highlighting the value of embracing change and learning from mistakes.

Contact

You can see Rob's profile at https://www.linkedin.com/in/robherbst/

You can contact Rob through https://www.spireselling.com

You can watch Rob on YouTube at @spire.selling

Key Takeaways

· Sales managers are pivotal in shaping sales culture.

· Successful sales managers enjoy being with their salespeople.

· Accountability in sales comes with responsibility and authority.

· Sales coaching should be a collaborative process.

· Trust is built through genuine human interaction.

· Sales managers must adapt to the changing landscape post-COVID.

· Feedback culture is essential for strong sales teams.

· Sales is an adventure that requires a growth mindset.

· Data should be used to examine and interpret sales performance.

· Personal development is crucial for both salespeople and managers.

Sound Bites

"Sales Managers are the pivot point"

"Three anchors: personal development, clear expectations, achievement orientation"

"They own the culture"

"What can you depend on me for?"

"What can I depend on you for?"

"Friends don't let friends fail"

Accountability comes together with Responsibility, Autonomy, Authority"

"Trust can't happen that way." (digital only communication)

"I can't do that by text"

"Be with your salespeople."

"Sales is a lonely place if you're not part of a sales team"

"Get your team together"

"A one-on-one is my sanctuary" (for a sales person)

"The world is tumultuous, and it's doing us a favour"

"Keep the easy parts easy"

"We are now examining truth much more deeply"

"Truth is hard work. Fiction is easy"

"A real relationship is disruptive, intrusive and disturbing"

"Sales is a fantastic vocation."

Books

Rob referred to his two books: both available on Amazon and at Barnes & Noble

Cheating Death, https://www.amazon.com/dp/B0F3JG9VZR/

Spire Sales Culture: Your Guide to Developing a Thriving B2B Sales Force

Keywords

accountability, trust, sales leadership, sales management, characteristics of managers, team culture, authentic leadership, growth, mistakes, success, team building, sales strategies, personal development, coaching

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 planning, the balance between structure and autonomy, and the importance of learning from mistakes. He concludes with insights on the pride that comes from seeing a team become self-sustaining and the challenges faced by first-line sales managers.

You can see Lennart's profile at https://www.linkedin.com/in/lsigterman/

Key Takeaways

· Leadership is an attitude, not just a title.

· Act like a leader before you have the title.

· Understanding team dynamics is crucial for success.

· Building a strong team culture fosters collaboration.

· Vulnerability in leadership encourages trust and openness.

· Sales planning provides structure without micromanagement.

· Effective planning translates strategy into action.

· Balancing structure and autonomy is key to team success.

· Navigating resistance requires creating a safe environment for dialogue.

· Authentic leadership involves sharing personal values and experiences.

· Coaching team members leads to their growth and success.

· Learning from mistakes is essential for growth.

· Creating an environment where every opinion is valued is important.

· The hardest job in the company is often that of a first-line sales manager.

Sound Bites

"Leadership is not a title or a job."

"You can't make a hockey team out of football players"

"If the team do not see the value, they will not do it"

"Have those tough conversations"

"The hardest job in the company."

"It's all about transparency."

"Under big trees, nothing grows."

"You can coach their potential."

Book

Lennart referred to: 'Dare to Lead: Brave Work. Tough Conversations. Whole Hearts' by Brené Brown

He also recommends: 'Authentic Leadership' by Bas Blekkingh

Keywords

attitude, leadership, sales management, team dynamics, vulnerability, planning, characteristics of managers, team culture, resistance, authentic leadership, growth, servant leadership, mistakes, success, team building, sales strategies, personal development, coaching

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 managing employees versus contractors and the significance of maintaining relationships in both contexts.

The conversation concludes with insights on how recognition and motivation play crucial roles in driving sales performance. We discuss the importance of building strong customer relationships, and the role of sales managers in engaging with customers. We also explore strategies for effective joint calls, the intelligence a managers needs in customer interactions, and the responsibilities of salespeople in maintaining accountability.

The conversation emphasizes the need for appreciation, communication, and understanding in the sales process, highlighting how these elements contribute to overall sales success. Andrew also shares his insights on transitioning from a peer to a sales manager, emphasizing the importance of establishing the identity of the Sales Manager while maintaining authenticity. He discusses the challenges of managing experienced salespeople and the necessity of addressing issues with empathy and openness.

Andrew highlights the significance of making mistakes as a learning opportunity and the importance of celebrating successes, no matter how small. He reflects on his own experiences, sharing powerful valuable lessons learned from making decisions in his management role, and concludes with a powerful message about the importance of kindness and authenticity in leadership.

You can see Andrew's profile at https://www.linkedin.com/in/andrew-smyth-06a54677/

Key Takeaways

• Listening and involving team members in decisions is vital for new sales managers.
• Recognition for salespeople can take many forms, including incentives and personal acknowledgment.
• Sales managers should balance data analysis with personal engagement.
• Salespeople value autonomy and recognition for their achievements.
• Building relationships with contractors requires a different leadership approach.
• Recognition can come from simple words of appreciation.
• Joint calls should focus on adding value to the salesperson.
• Sales managers must respect the salesperson's relationship with customers..
• You need to cast your identity as a sales manager.
• What you walk past, you condone; set clear standards.
• Own your mistakes instead of blaming your team or others.
• Celebrate successes, no matter how small.
• Recruiting the right people is a significant triumph.
• Be brave, bold, authentic, and kind in leadership.

Sound Bites

"You still need to be visible."
"You need to be able to engage your manager."
"You can't beat being together."
"A customer doesn't need to understand. They have a choice"
"Be super, super interested in the customer."
"Make your problem my problem."
"You have to cast your own identity."
"What you walk past, you condone."
"Don't be afraid to make a mistake."
"Celebrate success, it can be simple."
"Be brave, be bold, be authentic, be kind."
"Kindness can help business grow."

Keywords

sales management, leadership, employee engagement, contractor management, recognition, sales strategies, sales recognition, customer relationships, joint calls, sales accountability, leadership, sales motivation, sales management, leadership, mistakes, success, team buildin