Ep. 8- The Mindset Shift You Need to Succeed in Sales Management with Tony Cross

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The Supercharge Your Sales Velocity Podcast

Fergal O'Carroll

24 episodes

5 days ago

THE podcast for sellers and sales leaders, empowering you to drive more opportunities, bigger deals, and faster wins. Subscribe now as Fergal shares practical strategies and proven tactics to win new sales, enhance client retention, stand out from the competition, and deliver the revenue growth you crave!

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Ep. 8- The Mindset Shift You Need to Succeed in Sales Management with Tony Cross

The Supercharge Your Sales Velocity Podcast

37 minutes 53 seconds

9 months ago

Ep. 8- The Mindset Shift You Need to Succeed in Sales Management with Tony Cross

In this episode of Supercharge Your Sales Velocity, Fergal speaks with Tony Cross, co-founder and CEO of Growth Matters International. With over a decade of experience training 1,000+ sales managers across 35 countries, Tony shares why top-performing salespeople can fail in management—and what they need to do differently to succeed.

Tony breaks down the Assess, Accelerate, Align, Activate framework, explaining how sales managers can start leading with confidence.

They talk about the key mindset shift that is needed when stepping into a sales management position, and he also explains the big difference between coaching and mentoring.

He finishes the episode by sharing his insights on how to stop making excuses and start creating great daily habits that will set you apart from the other sales leaders.

Timestamps:

00:00 Introduction to Tony

00:49 How Tony went from COBOL programming to sales leadership

04:46 The Mission of Growth Matters International

05:58 Challenges and Changes in Sales Management Over The Last 12 Years

06:30 The Role of AI in Sales

08:30 The Assess, Accelerate, Align, Activate Process

11:39 The Importance of Coaching in Sales

17:20 Balancing Sales Management and Individual Quotas

22:28 Finding Time for 1:1 Coaching

24:38 The Difference Between Coaching and Mentoring in Sales

31:40 The Power of Mentorship