The most impactful sales leaders are the ones who return to the fundamentals. In this episode, Daniel sits down with David Brock, bestselling author of Sales Manager Survival Guide and one of the most respected thinkers in the world of sales leadership. David brings decades of experience working with global teams and breaks down exactly why great sales management is the biggest driver of performance in any organisation. He shares how a lack of training and support for frontline managers has weakened leadership across the industry, why so many sales teams are overwhelmed, and how going back to core principles can radically transform results. David explains the real job of a sales leader and the simple habits that build strong, consistent, high performing teams.
Timestamps
00:00 Intro to David Brock
01:15 Why strong sales leadership is the backbone of every organisation
05:29 Mentors, influences, and the ideas that shaped David’s leadership philosophy
07:17 Three attributes that define today’s most effective sales leaders
10:02 The common mistakes sales managers make and how to avoid them
11:23 Why leaders feel overwhelmed and how to refocus on what matters
19:23 How the role of sales managers has shifted in today’s environment
28:07 Why coaching is the most powerful tool a leader has
38:37 Key takeaways to implement immediately
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