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  business objectives. Tune into this episode for practical strategies and insights from an expert sales leader.

Show highlights:

• Explore this objective data-driven, codified hiring method. [00:03:44]
• Uncover the power of prioritization with OKRs. [00:08:16]
• The 30–60–90 framework for new challenges explained. [00:12:52]
• How to reorient losses with a “win-or-learn” outlook. [00:16:07]
• Dive into legacy building with caring leadership. [00:26:15]
• Why successful founders have sales backgrounds. [00:30:13]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min 

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources 

Follow Matt on social media: 

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby 

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 sales teams through ever-changing landscapes. We’ll explore the relationship between behavioral expectations and job performance and discuss the emotional intelligence required to manage tough personnel decisions.

Join us for an episode brimming with candid insights and approaches that will help you master the balance between art and science in sales. . Let’s get started!

Show highlights:

• Learn the key elements of a successful system. [00:03:40]
• Discover the art of strategic talent diagnosis. [00:08:35]
• Manage the success profile vs. expectations gap. [00:11:00]
• How long is too long to evaluate employees? [00:15:36]
• How to derive joy as a sales leader. [00:19:11]
• Tips for preparedness with leadership challenges. [00:22:58]
• Grab this indispensable leadership concept. [00:28:09]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

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 continuous learning and adaptation without losing sight of your core values.

This episode will give you helpful tips for succeeding in the changing world of sales. This conversation could help guide your career in a new direction. Let’s get started!

Show highlights:

• How to align behavior for repeatable sales success. [00:03:15]
• Sage advice on sales as a skill ladder vs. a job sequence. [00:11:35]
• Dos and don’ts of talent development as a leader. [00:16:02]
• The power of formative influences in success. [00:23:14]
• Learn about work–life alignment. [00:26:20]
• Why sales leaders must evolve with the industry. [00:28:33]
• Is success too early in sales a career hindrance? [00:29:46]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

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 as we share and discuss practical insights on accountability, mentorship, and navigating the often complex dynamics of sales teams. This conversation will change your perspective and help you refine your approach to sales leadership.

Show highlights:

• Gain key insights into the human factors and execution-level challenges that impact sales. [00:03:22]
• Uncover the biggest growth need in leaders. [00:07:29]
• Why clear expectations are the key to accountability. [00:11:53]
• What makes leadership so rewarding? [00:13:36]
• Explore the challenges of fitting people to roles. [00:17:35]
• Do you raise your hand as a growing leader? [00:23:02]
• Mentorship vs. sponsorship, find out the difference. [00:24:09]
• Are great salespeople always the best leaders? [00:26:45]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

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 celebrating even the small wins can lead to monumental triumphs.

Tune in now and take a few pages from Shaun’s playbook.

Show highlights:

• Discover the essential elements in Shaun’s playbook. [00:03:11]
• Why you should fight for clarity over complexity. [00:09:34]
• How to turn natural friction between departments into a positive force.  [00:13:33]
• Tips to create the winning blend of art and science as you lead. [00:16:39]
• Discover the critical virtue driving leadership success. [00:20:13]
• The power of engaging your board and stakeholders. [00:28:52]
  

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

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 boost confidence for sales leaders.

Join us as we uncover the key elements of a successful system and gain practical strategies to drive outstanding sales results.

Tune in now.

Show highlights:

• Discover how Nick Saban perfected his process [00:01:34]
• Powering up the elements of a sales system with creativity [00:03:36]
• Do this for transformational people leadership [00:08:04]
• How a great system will turn you into a bold leader [00:10:16]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

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 thinking in solving common sales challenges and revolutionizing your approach to sales leadership.

Tune in now.

Show highlights:

• Find out the MIT definition of systems thinking [00:01:19]
• Systems thinking beyond simple cause-and-effect analyses [00:02:11]
• The power of leveraging interconnected processes [00:05:04]
• How to strategically drive successful change [00:10:47]
• Why you must measure the impact of changes [00:12:13]

Book a call with Matt using this link:https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

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 the system such as trust building, having the right people, communicating clear expectations, managing time and priorities, managing change, and leveraging  data effectively.

This episode serves as a thought-provoking guide for sales leaders to adopt systems thinking, adapt their playbook, and ultimately, achieve exceptional sales performance in a sustainable way.

Tune in now.

Show highlights:

• What is systems thinking in sales leadership? [00:01:29]
• Three key lessons from sales leadership group wisdom [00:04:14]
• How to adapt the three lessons to your team [00:09:33]
• Critical elements in applying systems thinking [00:13:02]
• Questions to ask yourself to build your operating system [00:19:50]
• What is effective change? [00:21:50]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:
https://www.linkedin.com/in/mattmcdarby
https://twitter.com/mmcdarby

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 target customer’s core needs.

Are your team dynamics aligned with today’s fast-evolving markets and shifts in buying behavior? We will  explore how to manage change in a fluid environment, inspire your team, and drive success in a way that resonates with your buyer.

Don’t miss out on this goldmine of practical wisdom.

Show highlights:

• Customize your sales playbook for each company  [03:05]
• What adaptations matter the most? [05:30]
• The key to growth is ensuring optimal sales productivity  [06:01]
• The secret to team development  [09:05]
• Effective coaching involves prioritizing recruitment and development  [09:12]
• The importance of sales leadership development  [11:43]
• How to achieve clarity and devise the right strategy  [13:41]
• Effective communication by first-line managers is crucial  [15:03]
• Navigate change management patiently  [16:06]
• Great coaches ask great questions. [19:46]
• Go slow to go fast  [25:11]
  

Book a call with Matt using this link:https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby