Episode 15: Sales Leadership with David Brock
Feb 06, 2023
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In episode 15, we are joined by David Brock, author of the Sales Manager Survival Guide, and CEO of Partners in Excellence.
David Brock has spent his career developing high-performance organisations. He is viewed as a thought leader in a range of sales, leadership, and business strategy topics. He is known for his thoughtful, provocative, and engaging approach.
David has been recognised as one of the best coaches in the world, having coached hundreds of individuals and teams. He has coached CEOs, C-Level Executives, Mid Managers, and Individual Contributors.
In this episode, David is going to talk with us about one of his main areas of expertise, Sales Leadership.
David has been working on this topic for a while. One of the reasons David wrote the Sales Manager Survival Guide is that he saw there were lots of really good frontline sales managers struggling to be successful. They didn't know how to do it, they didn't know what the job was, they didn't know how to spend their time, and so on and so forth.
They were definitely talented, but they simply couldn’t get to where they wanted.
Not to say that it isn’t a problem anymore, sales managers still face the same kind of challenges today. That is, mostly, because there are a lot of misconceptions about what the job is, the responsibilities, around what is the right profile for the job, and so on.
What misconceptions are we talking about? Just to give you a hint of all the issues that come with the job, David mentions that out of all the sales managers he’s interviewed over the years, 95% say that their job is “to make the numbers”.
That couldn’t be farther from what they should be doing, but it’s not their fault that they don’t know, we need to understand that the culture around sales has been reproducing this and many more misconceptions for a long time.
Think about it, who gets the job? Most of the time the best salespeople get promoted. Businesses do this because they expect that the results from an already consistent person translate to their new role, but is that the way things work?
What is sales leadership all about? What are the things sales managers should be really doing? How can you tell if you are hiring the right person for the role?
Listen to this episode to find the answers to these questions and to understand what businesses have been doing wrong for a very long time so that you don’t do the same. We are very lucky to have David on the show sharing with us his knowledge and his experience, and we know you’ll find this interview really helpful.
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