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 sales success get overlooked, even by people hiring for them.

Show highlights include:

• Why “clear is kind” and how  to eliminate time-consuming performance reviews without sacrificing growth. ([2:17])
• How to help your team members wake up to their true ability and reach their full potential. ([7:30])
• The “Brand Halo Effect” that causes horrible hires – and how to vet an individual coming from a successful company to see if they really have the traits you need. ([11:00])
• How walking on the beach can teach you the world-class discipline you need to be successful. ([15:45])
• Why adversity is a gift, and the “champion’s mindset” response to challenges. ([21:01])

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

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 these things will make it impossible to motivate your whole team and equip them to be effective.

In this episode, Matt talks with Brian Delman about how to train, motivate, and celebrate a diverse team. You’ll learn how to create a culture where everybody eagerly shares their wins and how to use each person’s unique strengths to help the team perform at its highest possible level.

Listen now!

Show highlights include:

• How to uncover what motivates a team member without invading personal boundaries or making them uncomfortable. ([3:10])
• The difference between employee engagement and employee satisfaction. And why failing to know the difference turns your most-engaged team members into disconnected zombies. ([20:42])
• Non-stop thinker? How to clear your runaway mind before it wrecks your decision making. ([13:44])
• Myth Busted: Why introverts actually make great salespeople, and what to know about introverted team members so you can protect them from burnout. ([15:25])
• How to treat your team members like individual human beings and still hit your numbers. ([17:42])
• “Real world” ways to identify engaged employees without wasting time and money on surveys. ([21:39])
• Why treating your people like buyers makes you a better motivator. ([26:56])

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

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 this episode, Greg Lanz explains why cadence is an investment worth making, how to develop the right cadence with your team, and why honoring your commitment to cadence strengthens your reputation, enhances team performance, and makes you a better leader.

Listen Now!

Show highlights include:

• Why chasing short-term gains keeps you stuck in a “death spiral” and the investment you have to make to escape. ([15:02])
• The Robot Fallacy: Why training your team to only respond to orders might work short-term, but will never produce lasting success. ([6:14])
• How to use “show, don’t tell” to integrate a rookie into your high-performing sales team without dragging down performance. Plus, the counterintuitive reason your team (not the sales leader) should spearhead the effort. ([11:24])
• The win-win reason delegation makes you a better leader and helps your team close more deals. ([9:02])
• What to do when your coaching cadence isn’t working. ([22:59])

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

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 lead your team effectively.

This is an enlightening and encouraging episode whether you’re a tenured leader or about to step into your first leadership role.

Listen now!

Show highlights include:

• What pack animals know about leadership, and how the two things they seek in an alpha are the same two things you need to lead your team. ([5:09])
• The Shoelace Secret. Why some people need to fall on their face before they’ll learn a lesson, even though you’ve taught them over and over. ([9:03])
• Mistaken beliefs about impostor syndrome. (Know the truth so you can lift the burden of perfectionism off your shoulders.) ([10:25])
• The counterintuitive reason permission to fail is the best gift to give a new member of your team. ([11:50])
• Afraid AI is coming for your job? Why cultivating empathy will keep you ahead of the bots, even as they get smarter. ([25:07])
• When it’s OK to drop a plate, and the “life goes on” lesson you learn when one falls. ([13:04])
• Somebody you manage gunning for your job? How to lead them effectively without being consumed by paranoia or emotions. ([17:30])

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

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 of Sales and Operations. As the business has grown, so has the sales team–to a few hundred  members.

In this episode, Kenny shares lessons learned and insights that will help you communicate with your team no matter what size.

You’ll also learn how to navigate challenges before they can cripple sales and undermine your leadership.

Listen now!

Show highlights include:

• The avalanche effect that imbalanced communication creates.
• Why an FAQ should be the MVP of your next policy change and why promising to update it makes it even more useful to your sales team.
• How three simple questions –What? Why? How?– let you know the right time to share information (and how much to share).
• Struggling to reach the decision maker? How to supplement soft skills with hard data to break through the invisible barrier keeping you from making contact.
• How to accommodate diverse worldviews and attitudes to keep a sales team working cohesively and focused on winning together.

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

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.

Listen now!

Show Highlights Include:

• How to build efficiency and cut your development costs  with ChatGPT (Note: This will help you save hundred of thousands of dollars every year) ([5:21])
• Try this “Reverse Call” technique that high performing salespeople use to consistently exceed their quota ([10:17])
• The counterintuitive reason why doing your sales rep’s work alongside them improves their productivity drastically ([15:14])
• How to extract the deepest pain points from your customers to dramatically increase  your sales call conversion rate ([19:45])

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

Being a sales leader means juggling numerous responsibilities all at once.

Coaching, interpreting data, planning, selling with the team, reporting —the list goes on….

With so much on our plates, it can be challenging to demonstrate genuine care as leaders.

Join us in this episode as Mareo McCracken, Chief Revenue Officer of MoveMedical, shares lessons he has learned about how to inspire and unleash the full potential of your team by demonstrating genuine care.

Listen now!

Show Highlights Include:

• The key trait you need to look for in your next sales rep hire (This trait drastically cuts down on the learning time & shortcuts their path to success) ([1:53])
• How to unlock your sales teams’ hidden potential for growth ([7:21])
• How to get your sales team out of a rut and get into a fastrack for success ([10:15])
• The “SC Fallacy” that makes leaders waste time on bad hires (and how you can avoid that) ([11:14])
• Your salesperson doesn’t believe in your product yet? Here’s how you turn them from a non-believer into someone that’s eagerly motivated to sell your product ([11:43])
• The one skill every salesperson needs to develop to live a fulfilling life inside & outside of work ([19:43])

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

Do you want to know the key factor that separates leaders who earn the respect and support of their team from those who don’t?

It’s investment.

As a leader, it is crucial to invest in your teammates and genuinely care about them.

Why?

Because when you demonstrate your investment in them, they are more likely to reciprocate and invest in you.

If you fail to show that you care, they won’t feel motivated to follow your lead, respect you, or provide support.

In this captivating episode, we are joined by the legendary Larry Letow, the CEO of CyberCX. Larry will generously share his extensive leadership experience and insights. You’ll learn how genuinely caring for your teammates can yield infinite returns, earning respect and appreciation effortlessly.

Listen now!

Show Highlights Include:

• The “Personality Assumption” mindset shift can help leaders sidestep frustration & stress with their team ([2:28])
• How to unleash your teammates’ growth potential rapidly by decoding their personality types ([3:53])
• Try this “Supply Engine” framework to hire & retain a higher caliber of teammates ([6:50])
• The crucial mistake that almost every leader makes that bottlenecks their team’s potential to grow ([9:46])
• Going through a lot of salespeople? Here’s what you might be doing wrong… (and how to fix it) ([13:33])
• #1 underrated habit that separates great leaders from average ones (note: this’ll make your teammates respect & appreciate you more) ([18:17])

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

Have you ever wondered why some leaders are better than others at helping people reach their full potential?

What can you learn from their example? What can you replicate that will strengthen your team?

One of those great leaders you can learn from is Dana Isola.

In this episode, Dana shares some important lessons he has learned about cultivating trust and drawing the best effort from his team. Learn how to gain your team’s unwavering trust, inspire them to reach their full potential, and much more.

Listen now!

Show Highlights Include:

• Drill down these 2 traits with your team if you want them to follow your lead and trust you implicitly ([2:57])
• Don’t make this motivation-killing mistake with your team ([4:35])
• How to effectively lead your team in the direction you want effortlessly ([6:35])
• Here’s how great coaches efficiently help  their teammates grow ([11:06])
• Use this “Stand By” technique to breed a culture of trust and accountability in your team (Note: This is a major trust builder, one you absolutely can’t ignore…) ([13:25])
• How to use a positive mindset to get your desired outcome every time ([14:14])
• The notorious “Retention” mistake leaders make ends up costing them their most skilled teammates ([14:54])
• The “Extreme Success” framework you need to start using to succeed in any area in the shortest time possible ([20:43])
• Why having multiple mentors, one for each field of your life, can cut down on your learning curve and shortcut your path to success ([21:34])

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

A leader’s relationship with their team depends on one crucial factor, which can either make or break it.

Without this key element, your teammates are unlikely to willingly follow your lead, no matter what strategies or techniques you employ.

That essential factor is trust.

As a leader, your teammates simply want to know that you have their back. They rely on you to support them when they encounter challenges.

In this episode, we are joined by Tony DiLeo, the Senior Director of Sales at Converge One. He shares valuable insights on how to establish trust and become an effective leader. You’ll discover how to inspire your teammates to consistently achieve their targets and much more!

Listen now!

Show Highlights Include:

• The “Two Way Street” lesson every leader needs to realize to get people to follow them of their own free will ([2:17])
• How to ethically leverage “Street Credit” to get buy in and support from your team ([3:05])
• Is your company pushing big changes? Here’s what you need to do as a leader to keep your team motivated ([5:18])
• The “1 on 1” coaching guide to keeping your team performing to the best of their abilities ([9:27])
• How to build more authentic connections and get people in your corner ([14:32])

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