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The Exceptional Sales Leader Podcast
19 minutes | Oct 15, 2021
Welcome To The Bottom Rung
For many in sales, there is a desire to transition into sales leadership and for many, it is about the prestige, the title and the perceived influence that comes with leadership. Unfortunately many are thrust into leadership roles based on their current levels of high performance, and do not know how to make a successful transition. One of the best pieces of advice I ever received was from my first General Manager, who said on day 1 of my sales leadership career ‘Welcome to the bottom rung of the ladder’.
15 minutes | Oct 14, 2021
Be Relentless In Your Standards
I enjoyed some awesome conversations with clients this week, in particular in relation to standards of excellence. A key element of becoming an exceptional sales leader is to identify what it is that you would like to be known for, and create a set of leadership values and standards of behaviour that enable you to pursue that objective. One client in particular has seen the power of that play out this week, and it has elevated his leadership like he never believed was possible.
20 minutes | Oct 13, 2021
Are You Projecting Self Confidence?
As sales leaders, we are the barometers of our team and our team is a mirror in that they are simply a reflection of us. It is therefore vital that we are projecting an optimistic approach, that we take on and project a growth mindset, and that we exude self confidence. Understand, this is not the fake it till you make it approach, it is a groundedness that enables us to be confident and project that.
17 minutes | Oct 12, 2021
Make Excuses Or Make Progress – You Can’t Do Both!
If there is one thing that frustrates me more than anything else – it is sales leaders and teams making excuses for where they are at: Sales target is too high Leads not ‘hot’ enough Customers constantly ask for discounts or ‘freebies’ Internal resourcing is inadequate or not engaged Senior leaders don’t understand… The list goes on and on. In sales and in business, we can either make excuses, or we can make progress. We can’t do both.
19 minutes | Oct 8, 2021
Are You Helping Or Hindering?
In working with leaders, I find that many of them can’t help but get involved in tasks and projects, sometimes doing things for their team, rather than allowing their team to get it done themselves. This happened to a client this week, and I asked the question – are you helping or are you hindering. Many times when we get in and do it for them, we are hindering and in the process, we are creating a co-dependency environment. This is not conducive to good leadership.
19 minutes | Oct 7, 2021
Become A World Class Communicator
Becoming a world class communicator takes many elements, including being able to articulate a message in an influential way. As sales leaders, there are 2 key areas that we can focus our attention on at a deeper level to really enhance our communication capabilities. And whilst this is not rocket science, getting better at these 2 can certainly help us become world class communicators.
17 minutes | Oct 6, 2021
What Will Be Your Legacy?
When working with sales leaders, I will often ask them the question – ‘what will be your legacy?’ The responses vary, from blank stares to laughter and everything in between. Certainly as a new Sales Leader, it is probably not something at the top of the agenda right now, however, it is one of the most important aspects of leadership. Thankfully I had a terrific mentor early in my sales leadership career who challenged me to become more intentional when it came to a legacy – he said you will create one anyway, you may as well be intentional about it.
15 minutes | Oct 5, 2021
The Most Important Conversation You’ll Ever Have
Many people appear to be oblivious to their own thinking and of the conversations they have. And many try to hide their thinking from others, for fear of being labelled or criticised. We must understand that we will spend more time with ourself than with anyone else, ever. So the most important conversation we’ll ever have is the conversation we have with ourself. Stands to reason then that we make it a positive conversation.
13 minutes | Oct 4, 2021
Success Equals Staying The Course
As we begin the final quarter of 2021, it is an ideal time to take stock, to reflect on the year so far, identify the wins and the lessons, and re-focus on the actions & behaviours required to make 2021 our best year yet. No matter where you are, there is a new starting point. Use the final quarter to set up a powerful platform for an exceptional 2022. You may not be happy with your progress. You may not be happy with your achievements so far. Irrespective, give yourself and your team credit for staying in the game. For continuing the journey. As cliched as it sounds, success is not a destination – success is a journey and it requires us to stay the course in order to reach the pinnacle.
18 minutes | Oct 1, 2021
Your Team Is A Mirror
Your team is, and always will be a reflection of you. The behaviours you see play out in your team and highly likely to be the behaviours you have developed. Do you like what you see? As sales leaders, we must become crystal clear on what excellence looks like and begin to model this excellence every single day.
46 minutes | Sep 30, 2021
The Evolution of an Exceptional Sales Leader with John (JD) Dean
In today's podcast I had the privilege of chatting with John Dean (JD), Founder & Director of Sales Director Central, an organisation which is dedicated to creating a better future by changing the way the world views sales. As JD shares in this episode, he was a self confessed 'crap Sales Manager' earlier in his sales leadership career, but the lessons he learned, and the investment he made into his own development and the development of his team, led to him delivering exceptional results which became sustainable. Today, JD works with Founders, Senior Executives & Sales Leaders on helping them drive extraordinary sales results through implementing a trusted framework and focusing on the areas and behaviours that will move the dial. To gain access to Sales Director Central's 6 Pillars of Sales Leadership, send JD an email at firstname.lastname@example.org For information on Sales Director Central and how they may be able to help you & your sales team, visit https://www.salesdirectorcentral.com/ To connect with JD on LinkedIn, go to https://www.linkedin.com/in/jdthekatalyst/ Also be sure to check out the post that JD refers to in the conversation - https://www.linkedin.com/feed/update/urn:li:activity:6849106241646669824/
15 minutes | Sep 29, 2021
Conflict Is Inevitable
There are many things in leadership that can be unpredictable, including customers, partners, senior executives and even your team members. But one this that is predictable and inevitable is conflict. Many sales leaders and their teams try and shy away from conflict or try to avoid it. Exceptional sales leaders understand that conflict can be healthy, and must be dealt with effectively and professionally.
15 minutes | Sep 27, 2021
Exceptional Leaders Stand Up When It Counts
For lovers of AFL Football, we have just witnessed an epic Grand Final, and for long suffering Melbourne supporters, 57 painful years without the ultimate success has come to an end. The Melbourne Football Club and its supporters have gone through harrowing times, spending many years as the laughing stock of the competition and on a few occasions promising much, but not being able to deliver. Until 2021. On the biggest stage, Melbourne's exceptional leaders stood up when they needed to, and in the process, they created history.
9 minutes | Sep 24, 2021
Back Of The Bus
If you have listened to the Podcast, you will know that I am a very passionate Melbourne member & supporter, and tomorrow, the boys get the opportunity to play for the ultimate prize, the AFL Premiership. One of the club's greatest people is Neale Daniher, who was coach of the club when Melbourne last played in a Grand Final in the year 2000. He has written a letter to supporters and players called the 'Back Of The Bus' and when I read it this morning, I just had to share it, because it not only has relevance for the Melbourne players, it also has relevance for sales leaders and their teams.
20 minutes | Sep 24, 2021
Shining A Light On Your Blind Spots
As a sales leader, one of the more frustrating elements is developing confidence in sales forecasting. Many times I would take as gospel the word of the Account Executive on a deal, only for it to fall over and be handed to our competition. Nothing really has changed today. Working with sales leaders, the same challenge exists. Too many sales leaders are relying on relationship & almost a nudge nudge, wink wink, she'll be right mate approach to forecasting. There are big blind spots we need to shine the light on.
19 minutes | Sep 22, 2021
Playing The Blame Game Is Lame!!
If there is one thing that really irks me about some people, it is that they constantly choose to play the blame game. No matter what happens, it is never their fault & always someone else's. We just have to look at many Politicians to see how prevalent it is in today's society. Playing the blame game is so lame and it delivers poor results. Exceptional leaders never play the blame game, ever. They take 100% responsibility for 100% of what happens, period. This is one of the key reasons why they are exceptional.
21 minutes | Sep 21, 2021
Are Your Beliefs True?
Beliefs are super powerful - they fuel people, organisations and countries, and often cause challenges and conflict. It begs the question. Are your beliefs true? How can we challenge our beliefs, how can we become more curious, certainly as leaders, so that we can become more creative and open to different possibilities. This is what I explore on today's episode.
19 minutes | Sep 20, 2021
Exceptional Performance Comes From Exceptional Preparation
When we see professional sports people performing on the biggest stage, we often revel in their ability to execute, despite the pressure of the occasion. Whether it be a professional athlete winning a gold medal at the Olympics, or an AFL player kicking a clutch goal to win the game after the siren, it is easy to get caught up in the excitement of the moment. It is also easy to overlook the volume of work that goes into being able to perform in that moment. Athletes are incredibly disciplined when it comes to fine tuning their craft, and they invest thousands of hours in their preparation for those moments of truth. Success does not come by accident.
17 minutes | Sep 17, 2021
Are You Aware Of Your Thinking?
If you watch most people today go about their business, many of them are going through life almost unconsciously, going through the motions, doing the same thing each day. It does beg the question - what must be going through their mind? The key question for today's podcast is 'Are you aware of your thinking?' It is an interesting question and if we are 100% truthful, most of us would not be fully aware of our thinking. And high performance begins with thinking.
36 minutes | Sep 16, 2021
Sales & Sales Leadership With Lee Hackett
In today's episode, I had the privilege of having a conversation with Lee Hackett about all things sales and sales leadership. Starting out as a professional footballer in the UK, Lee moved immediately into sales following his football career, leveraging key lessons to become a very successful salesperson in a relatively short period of time, growing 3 separate businesses to over $10m in sales, to now consulting to global executives on B2B sales, marketing & advertising strategy, as the Group CEO of BluprintX. To connect with Lee or to find out more about BluprintX, please go to: https://www.linkedin.com/in/leehackett/ https://bluprintx.com/
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