Real Sales Manager

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...

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 players Balancing fairness and performance in team decisions The importance of rule...

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...

 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...

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...

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 list...

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 developme...

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 a...

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 di...

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...

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 bet...

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 unders...

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 signific...

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 invol...

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...

About Roni 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. Summary In this conversation, Roni shares her journey into leadership, emphasizing the importance of personal development over titles. She discusses the key ingredients for...

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,...

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 j...

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...

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 review...

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 sal...

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 an...

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 as...

Summary In this conversation, we discuss Steven's experience in sales management and his approach to developing people. We also touch on the challenges of transitioning from an individual contributor to a sales manager and the importance of setting standards and managing upwards. Steven shares his favourite coaching methodologies and books that have influenced his approach. He also shares his...

In this conversation, Mike Slater discusses his journey into sales management and shares insights on what it takes to be a successful sales manager. He emphasizes the importance of being a great coach and developing strong relationships with team members. Mike also highlights the difference between skills and talent, stating that while skills can be taught, talent is innate. He advises new sales m...