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 · ...

In this conversation, Helen shares her journey into sales leadership, discussing her early experiences at IBM and the importance of technical knowledge in sales. She reflects on the training she received, the challenges of transitioning into management, and the key attributes necessary for effective leadership. Helen emphasizes the significance of responsibility, team dynamics, and the balance between being a leader and a team member. The discussion also explores the dual nature of mana...

In this conversation, Dervan Alleyne, Commercial Director UK & Ireland with Signify Lighting (formerlyly Philips Lighting), and Vice President of the UK's Highways Electrical Association, shares his journey into sales leadership, discussing his passion for sales, the transition through various industries, and the importance of personal development. He emphasizes the significance of understanding individual team members' needs and adapting management styles accordingly. He also provides in...

In this conversation, Derren Nisbet shares his journey from being a sales professional to a sales leader and eventually a CEO. He discusses the importance of passion in leadership, the key attributes necessary for effective sales management, and the challenges faced during the transition from individual contributor to manager. Derren emphasizes the joy of seeing team members succeed, the significance of public recognition in motivating individuals, and the need for empathy in leadership....

In this episode it was a huge pleasure to spend time with Glen Farrelly, a highly experienced and very successful sales leader who has driven high growth in organisations such as Nortel, Avaya, Blackberry, and Sabio where he was VP Group Sales. I often talk with new sales managers who aim to “retire before I’m 50”, well Glen achieved this. Although he could, he hasn’t actually retired, being involved in multiple private business ventures and still consulting and coaching for a few selected cl...

In this conversation, Steve Mortimer shares his journey into sales management, discussing the key attributes that make a successful sales manager, the importance of mentorship, and the evolving dynamics of team management. He dispels the myth that managers cannot be friends with their team and emphasizes the need for authenticity and integrity in leadership. Steve also critiques the over-reliance on data in sales management, advocating for a balance between data-driven insights and the human ...

AboutRoni Fogel is an experienced sales leader, specialising in the IT security space, working with companies such as JFrog as Head of Security Sales EMEA and F5 as VP Sales, for secure distributed cloud platform across EMEA.SummaryIn this conversation, Roni shares her journey into leadership, emphasizing the importance of personal development over titles. She discusses the key ingredients for successful management, including caring for people and respecting their development processes. Roni ...

In this conversation, Steve and Scott Cassie delve into the intricacies of sales management, exploring Scott's journey from a successful salesperson to a sales manager. They discuss the essential traits of effective sales managers, the balance between empathy and performance, and the importance of communication within teams. Scott shares insights on managing upwards, learning and development, and the differences between new business sales and relationship management. The conversation emphasiz...

About Emma Carpenter is currently SVP Recurring Revenue Acceleration at Cisco. She has an illustrious record of achievement working for major vendors such as Nortel, Avaya, Palo Alto Networks and Cisco twice. Originally from the United Kingdom, Emma has lived and worked in the United States for over twelve years mostly in roles with global responsibility. Summary In this episode, Emma shares her journey into sales leadership, emphasizing the importance of building relationships, motivating te...

Summary In this conversation, Teja Kilshaw shares her journey into sales management, emphasizing the importance of relationships, balancing professionalism with friendliness, and navigating team dynamics. She discusses the challenges of transitioning from an individual contributor to a management role, the significance of networking within the organization, and the need to build trust and respect with her team. Teja shares her insights on management, emotional intelligence, mentorship, ...

Summary In this conversation, Mario and Steve discuss various aspects of sales management. Mario shares his journey into sales management and emphasizes the importance of helping others succeed. They discuss the characteristics of a good sales manager, the challenges faced by new sales managers, and the impact of AI tools on sales management. Mario also highlights the importance of pipeline reviews and forecasting meetings in gaining visibility and transparency. He shares his approach to team...

Summary In this conversation, Emir Susic shares his extensive experience in management and leadership, emphasizing the importance of empathy, the evolving role of AI in sales, and the need for effective communication and understanding within teams. He discusses the characteristics of successful sales managers, the difference between management and leadership, and offers valuable advice for new sales managers. Emir reflects on the challenges and triumphs he has faced throughout his career, hig...

In this conversation, Stanimira Koleva shares her journey into sales management and the importance of passion, empathy, and continuous learning in the role. We discuss the differences between selling directly to customers and selling through channel partners, highlighting the need to understand the business models and drivers of channel partners. Steve and Stanimira also explore the challenges and strategies for expanding into new markets and cultures, emphasizing the importance of empa...

In this conversation, Steve Hoyle and Sami Ammous discuss sales management and leadership. They touch on topics such as the traits of a good sales manager, the challenges of transitioning into management, the difference between management and leadership, and how to develop leadership skills. Sami emphasizes the importance of curiosity, clear communication, and helping others move forward as key aspects of leadership. They also discuss the need for sales managers to avoid taking on all the pro...