The Sales Leaders Operating System™

In this week's episode, Matt welcomes Richard Smith, a successful sales leader and conversation intelligence software company co-founder who has devoted most of his professional life to sales coaching. They'll discuss the role of continuous coaching in enhancing team performance, the importance of careful hiring, and how recognition impacts your sales environment.  Rich will also share effective s...

In this episode, Matt welcomes Jason Rozenblat, a seasoned sales leader with a knack for systematizing the core processes that underpin successful sales teams. The discussion centers on building trust, the significance of impacting others through mentorship, and the benefits of a data-driven hiring process.  You will learn how Jason prioritizes actions that align with his business's most important...

Today Matt is joined by Chris DePatria, SVP of Revenue at Setpoint, who shares insights on the impact of strong frontline managers and networking in sales success. They cover the fine points of hiring, coaching, and when necessary, parting ways with employees.  Join us for an episode with valuable guidance for nurturing a high-performing sales team and the significance of a strategic approach to s...

Welcome to The Divine Comedy of Sales, where in today's episode, host Matt McDarby and our esteemed guest Matt Goff engage in a thought-provoking discussion on craft and the science of assembling a powerhouse sales team.  Hear from Matt Goff, a sports and industrial psychologist, as he shares his approach to talent assessment, the wisdom of the 90-day evaluation window, and the reward of leading s...

Settle in and listen to our latest episode of  The Divine Comedy of Sales. Today, host Matt McDarby talks with Chris Turnley about what drives sales teams to succeed. Listen in as Chris shares his pragmatic approach to aligning sales strategies across functions, and learn how to balance boldness and humility  in your leadership style. Discover how your own career in sales can flourish through cont...

In today's episode, we're joined by Laci Buzzelli, who brings a wealth of experience from her impressive 19-year career in sales and leadership. Today, Laci shares the importance of clear directives and the impact of supportive leadership on both personal and team success. We'll discuss the realities of transitioning leaders and the challenge of aligning individuals with roles that fit.  Join us a...

Get ready to revolutionize your sales leadership playbook with one of today's best leaders in healthcare tech sales, Shaun Priest. Matt and Shaun discuss the core principles of sales leadership success, from the need for simplicity and clarity to the challenge of understanding and meeting boardroom expectations.  Discover how to create the winning blend of art and science as you lead and why celeb...

In this episode, Matt takes a deeper look at systems thinking and its impact on the performance of  sales leaders and their organizations. Using the legendary college football coach Nick Saban as inspiration, Matt explores the significance of developing and refining a system over time.  He shares valuable insights into how operating within a system can unleash creativity, enhance leadership, and b...

In this episode, Matt journeys into the world of systems thinking and how it separates the great sales leaders from the average.  Learn how to move beyond simple cause-and-effect analysis, understand the interconnectedness of every aspect of your organization, and make smart, focused moves to drive real change.  With practical examples and expert advice, you'll discover the power of systems thinki...

In this episode, Matt takes a deep look into the concept of the Sales Leader's Operating System™ and systems thinking.  Drawing from insightful interviews with real-world sales leaders, Matt uncovers crucial patterns and themes that emerge when you consider how great sales teams operate. He challenges sales leaders to think critically about their operating system and identifies key components of t...

Today's episode features Jeff Lautenbach, whose rich history with IBM, Salesforce, and other successful global sales organizations will  change the way  you think about engaging with your team and your clients.  Jeff shares his perspective on  the power of placing the client at the center of all that you do. You will discover  how to tailor your sales playbook so it resonates deeply with your targ...

In today's episode, Kevin Kearns, Chief Revenue  Officer at Hotel Engine, dives into a topic that is crucial for sales leaders who need  to drive remarkable results. Kevin shares his views on talent density and why finding the right individuals for each position is vital in building successful sales organizations. He explores the importance of a rigorous interview process, utilizing case studies,...

In this episode, Matt McDarby sits down with seasoned sales leader, Kevin O'Keefe, CEO at Profit Key ERP and Executive Chairman at Advanced Sales AI. They will discuss the art of inspiring and nurturing success within sales teams.  Kevin shares his wealth of experience, from working with salespeople for five decades to his insights on leadership and motivation. Get ready to learn how to find your...

In this episode of The Divine Comedy of Sales, host Matt McDarby sits down with Michelle Carney, Regional Vice President of Sales at Toast, to discuss the importance of leaning into your strengths as a leader.  Michelle has had an impressive career trajectory, starting in a sales role for a home builder to now leading a successful sales team in the food tech industry. But what sets Michelle apart...

As a sales leader, you face an important challenge:  You have to balance being a coach and a manager.  The difference?  A coach develops your team effectively and a manager gets projects across the finish line. Elite sales leaders have effective systems in place so they can be world class at both. Today, Giles Giddings joins me. Giles has enjoyed success in a variety of roles, from leadership deve...

Experience is a great teacher. But if you're a sales leader, you don't have time to learn everything based strictly on  your  own experiences. Even if you did, do you really want to go through all the failures, headaches, and discouragement that comes with learning the hard way? Why not learn from the experience of other successful people? Ken Napolitano is one of those people, and he's with me to...

You already know collaboration is needed for your organization to get important things done. But the power of collaboration goes deeper! John Maxwell's career has spanned many roles and taken him across the globe. In this episode he's here to talk with Matt about what he has learned about collaboration, why it's so important, and how to nurture it in your sales team to build trust and drive better...

Every sales leader wants a team that consistently exceeds their goals.  But why do so few leaders achieve this? The secret is understanding what motivates your team.  When you help them grow and show that you're there to support them, you'll get the results you want without burning  yourself out in the process In this episode,sales leader and coach Alyssa Kropp shares her insights on how to build...

On paper you have everything you need: great products, great support, and great talent on your sales team… But for some reason, the sales aren't pouring in like you believe they should. If you aren't sure what to do about it, today's episode with Eddie Geisel will help. Eddie has been there, and he learned the importance of clearly communicating a Leader's Intent to fix the problem. He'll share wh...

As a sales leader you know how important it is to develop your team. But how do you help them understand  their own potential and develop the skills and habits necessary for success? On today's show, Scott MacGregor joins me to talk about this and much more.  You'll see why extreme clarity is good for everyone, why discipline is more important than motivation, and learn why the traits needed for s...

As a sales leader you know what motivates you, the approaches that have worked for you, and what makes you a great seller and leader. So it's tempting to think if you turned your team into carbon copies of yourself, everybody would do great work and deliver great results! But not everybody is like you. They have different motivations, different backgrounds, and different learning styles. Ignoring...

Some sales leaders coach in "firefighting mode." They offer coaching only when a performance problem arises and they expect better behavior and great results to follow. But the change doesn't come and the results don't improve. To drive real change and improve performance , establishing a consistent cadence with your team is a proven method that ensures coaching and effective follow through. In th...

Being a leader is tough. Especially if it's a new leadership role. Impostor syndrome is real.  You might think you have to know everything, even though you just started. And how do you handle the people you manage who think they could do your job better than you can? Rachel Provan is here to relieve the pressure you're feeling and to explain why you don't have to do everything or micromanage to le...

Communication and culture are critical. Poor communication undermines trust in your organization. If you can't keep your team on the same page, differences in demographics, backgrounds, and opinions can create friction that slams the brakes on sales growth. Kenny Klein knows these issues firsthand. In his time at Grubhub, he's grown from individual contributor to sales manager to Senior Director o...

What truly drives growth in your team? Is it trust, exceptional leadership or incentives that encourage the right behavior? The real secret to growth is something different. Join us in this episode as Mark McCary, Partner at Serious Development, reveals the secret  key to team growth. Discover how to motivate your sales reps to unlock their full potential and how you can grow alongside them. Liste...