In the second half of this insightful two-part episode, Matt continues the conversation with Steve Gielda of Ignite Selling, who shares key lessons from his high school basketball coach, the legendary Morgan Wootten. He talks about personal ownership, integrity, and the critical role of practice in developing sales skills.

Listeners will also hear about “Sleep in Heavenly Peace,” an impactful nonprofit ensuring no child sleeps on the floor.

The conversation focuses on practical strategies for fostering team development, effective time management, and understanding the “why” behind business objectives. This episode offers actionable advice to enhance your approach to leadership and drive sales success.

Show highlights:

• The importance of the “why” in organizational alignment. [00:00:56]
• How the “why” guides profit-goal specificity in your QBRs. [00:04:30]
• Two transformational skills Morgan Wootten teaches you. [00:08:02]
• Actionable tips to train reps to practice selling. [00:13:25]
• How to be a practice-centric leader.  [00:16:32]
• Do you foster your team daily to succeed independently? [00:20:02]
• Special spotlight on a way to support a noble cause. [00:21:48]

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 first of a two-part episode, Matt chats with Steve Gielda, an industry veteran in sales performance and the president of Ignite Selling.

With decades of experience, Steve shares his frontline insights on creating effective sales systems, driving revenue, and executing key initiatives successfully. Matt and Steve discuss how top sales leaders cultivate clarity and accountability in their teams and navigate the challenges of securing executive level support.

Whether you’re managing a sales team or steering an entire organization, you won’t want to miss Steve’s expert advice for elevating your sales leadership. Tune in to learn from one of the best in the industry!

Show highlights:

• The key strategic roles that strong sales leaders play. [00:03:24]
• Why you should always have clear, quantifiable metrics for your team. [00:06:31]
• The importance of accountability in sales culture. [00:08:47]
• Tips to drive team accountability without micromanaging. [00:18:49]
• The no. 1 bottleneck in sales transformation initiatives. [00:13:04]
• How to “coach up” senior leaders to commit to action. [00:18:49]

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 Sales Leaders Operating System, the premier podcast for actionable sales-leadership insights! Hosted by Matt McDarby—author of The Divine Comedy of Sales and a seasoned coach to leading sales professionals worldwide—the show promises practical advice and valuable perspectives.

Recently rebranded to better align with its mission, today’s episode dives into the essential role of systematic thinking for sales leaders. Matt previews an exciting lineup of upcoming guests who will share their proven strategies for success.

Subscribe and elevate your leadership with tips and tools from industry experts that you won’t want to miss!

Show highlights:

• Podcast rebranding news with name-change rationale. [00:00:43]
• Discover the exciting new show formats coming up. [00:01:37]
• Tips to leverage a constructive leadership challenge. [00:02:54]
• Are you ready to grow with a dynamic sales community? [00:03:29]
• Why sales leaders need systems thinking. [00:04:25]
• The power of systems in Kevin Kearns’ example. [00:06:56]

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

In this episode, host Matt McDarby addresses a crucial issue for sales leaders: maintaining commitment and momentum within their teams.

He introduces the practical strategy of Plan–Do–Review to ensure that leadership systems consistently deliver results. By identifying common barriers that undermine even the best plans, Matt shares insights from top leaders on how to keep progress on track.

You will gain actionable advice for improving your leadership effectiveness, and you will get a preview of some upcoming changes to the show.

Join the conversation to learn how to achieve the sales success your organization needs.

Show highlights:

• Uncover the barriers to change execution by sales leaders. [00:01:27]
• Learn about how a failing system impacts team goals. [00:04:04]
• Dive into the benefits of the Plan–Do–Review loop. [00:06:55]
• Key questions to evaluate your system’s consistency. [00:11:42]
• Discover how we are changing the podcast  to maximize your growth. [00:12:36]

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, we revisit lessons from winning sales leaders like Shaun Priest, Lacy Buzzelli, and Chris Turnley, to name a few, focusing on key topics such as clarity in decision-making, leadership empowerment, and building trust within teams.

You’ll also get a sneak peek into the exciting changes ahead for our podcast, including a new name, innovative guest formats, and video episodes.

Get ready to sharpen your leadership skills and assemble your own sales leadership system. Join us now!

Show highlights:

• The foremost power themes in sales leadership outlined. [00:02:41]
• Key questions  effective leaders ask themselves. [00:05:10]
• Lessons in trust-building, up, down and across your organization. [00:05:52]
• Uncover two important areas to systematize in leadership. [00:08:26]
• Service defined in the context of people development. [00:10:26]
• Dive into all the exciting changes ahead for this podcast. [00:12:25]

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, host Matt McDarby speaks with Patrick Zientara, VP of strategic accounts at Hyland. Pat shares his expertise on how humility, curiosity, and authenticity lead to sales success.

You will gain practical advice on transitioning smoothly into new leadership roles, prioritizing tasks, and fostering a strong team culture. The discussion also covers the importance of aligning teams, managing expectations, and acknowledging small victories to strengthen morale.

You will find actionable insights to enhance your effectiveness and drive excellent results.

Show highlights:

• Peak process for new leaders to discover and align goals. [00:03:50]
• How to build trust and hit the ground running on priorities. [00:09:11]
• Uncover the secrets of intentional leadership. [00:12:03]
• Powerful tips to create a winning team culture. [00:14:50]
• Why kindness is not the kryptonite of great leadership. [00:18:30]
• Habits to combat team burnout in elongated sales cycles. [00:22:07]
• Managing expectations up and down when forecasts fail. [00:27:18]
• Understand what your only three jobs are as a manager. [00:30:42]
• The power of humility, curiosity and authenticity in sales. [00:31:49]

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, host Matt McDarby and sales leader Loree Lash-Valencia share valuable strategies for driving sales team success. From the power of curiosity and resilience to the art of understanding individual motivations, they share practical insights to elevate your sales leadership game.

Tune in to discover how to adapt, inspire, and propel your sales team towards remarkable results.

Show highlights:

• Find out how surgical systems thinking optimizes sales. [00:04:05]
• How to use adaptability to spur sales agility. [00:09:25]
• The importance of gauging individual motivators in teams. [00:11:46]
• Why strive for radical candor for team alignment? [00:13:47]
• Explore the inner and outer game of leading salespeople. [00:17:30]
• Powerful points of cohesion to master team dynamics. [00:22:48]
• Discover the biggest insights in sales leadership. [00:26:48]

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