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

In today’s episode, Kevin Kearns, Chief Revenue  Officer at Hotel Engine, dives into a topic that is crucial for sales leaders who need  to drive remarkable results.

Kevin shares his views on talent density and why finding the right individuals for each position is vital in building successful sales organizations. He explores the importance of a rigorous interview process, utilizing case studies, and evaluating talent to ensure a perfect fit.

Join us as we uncover the secrets to unlocking the potential of your team with Kevin’s insights on coaching, diagnosing problems, and making strategic decisions that lead to success.

So grab your notepads and get ready to learn how to elevate your sales organization to new heights. Listen Now!

Show highlights:

• How to achieve talent density in your sales team.  [00:01:44]
• Find out why case studies can help you make the right choice  [00:03:18]
• “The toughest job you will ever love.”  [00:07:11]
• How can sales leaders create excitement, accountability, and success?  [00:09:55]
• Can you pick the right initiatives for your sales team?  [00:13:08]
• How can sales leaders truly understand their field?  [00:16:24]
• Can’t Find a Mentor? This Sales Leader Shares His Secret to Success  [00:20:55] ]
• Sales leaders: Are you overwhelmed with too many initiatives?  [00:26:36]

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, Matt McDarby sits down with seasoned sales leader, Kevin O’Keefe, CEO at Profit Key ERP and Executive Chairman at Advanced Sales AI. They will discuss the art of inspiring and nurturing success within sales teams.

Kevin shares his wealth of experience, from working with salespeople for five decades to his insights on leadership and motivation. Get ready to learn how to find your way into the hearts of your team and unlock their full potential.

Stay tuned for an inspiring and informative conversation with Kevin O’Keefe.

Listen Now!

Show highlights:

• How to inspire and lead a successful team  [00:01:54]
• Discover the secret to building a winning plan and coaching your team to success  [00:05:24]
• The power of the social contract  [00:08:24]
• A leader’s biggest challenge  [00:10:53]
• How do you invest your time as a sales leader?  [00:14:27]
• Discover your maximum effort  [00:18:44]
• Master communication and inspire  [00:20:30]
• How to inspire your team with competence and preparation  [00:25:34]
• Explore team motivations and inspiration  [00:28:10]

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 of The Divine Comedy of Sales, host Matt McDarby sits down with Michelle Carney, Regional Vice President of Sales at Toast, to discuss the importance of leaning into your strengths as a leader.

Michelle has had an impressive career trajectory, starting in a sales role for a home builder to now leading a successful sales team in the food tech industry. But what sets Michelle apart is her ability to leverage her strengths and continuously improve her capabilities as a leader.

Michelle shares her invaluable insights on the importance of embracing your strengths, building strong relationships across departments, and knowing when to be a sales manager versus a business leader.

If you’re looking to take your leadership skills to the next level, then you won’t want to miss this episode.

Listen Now!

Show highlights:

• Confessions of a successful sales executive  [00:02:55]
• Mastering relationships – the secret to sales success  [00:06:14]
• The key traits of effective sales leaders  [00:07:39]
• Discover the secret to your success as a sales leader  [00:10:05]
• Master the art of navigating sales challenges  [00:16:07]
• The game-changing sales advice you need  [00:18:57]
• Key lessons for successful sales leaders  [00:22:42]
• Boost your impact and achieve breakthrough success with this powerful leadership insight  [00:24:36]

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

As a sales leader, you face an important challenge:

You have to balance being a coach and a manager.

The difference?

A coach develops your team effectively and a manager gets projects across the finish line.

Elite sales leaders have effective systems in place so they can be world class at both.

Today, Giles Giddings joins me. Giles has enjoyed success in a variety of roles, from leadership development to sales training and enablement. He’s here to talk about how you can condition yourself to be an elite sales leader.

Listen now!

Show highlights include:

• 3 things sales reps must do with their tiny amount of time in front of a customer so they don’t blow the sale. ([8:43])
• Why great sales numbers could overshadow a critical gap in your company culture. What to look for before this oversight sinks your business for good. ([9:47])
• The secret weapon top sales leaders use to get better at guiding their teams. And why it’s easier than ever to add it to your arsenal. ([11:43])
• Expert sales leader secrets so you can lead a sales team with confidence (even if you’re just starting out). ([16:49])
• The “level headed leader” method for knowing a strategy will work before trying it. ([17:23])
• 5 “boring” habits so effective they can take you from sales leader to C-Suite. ([19:47])
• How AI is changing sales behavior, and how leaders must respond if they don’t want to be left behind. ([24:02])

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

Experience is a great teacher. But if you’re a sales leader, you don’t have time to learn everything based strictly on  your  own experiences. Even if you did, do you really want to go through all the failures, headaches, and discouragement that comes with learning the hard way?

Why not learn from the experience of other successful people?

Ken Napolitano is one of those people, and he’s with me to share insights he’s gained from more than 25 years in sales leadership roles with top-flight organizations including Bloomberg.

From perfecting the balance between pushing and pulling your team, to the role of trust in team building, and the “1 to 2 percent better” philosophy for keeping a growth mindset, this episode is packed with hard-won wisdom that can be yours just by listening.

Listen now!

Show highlights include:

• The Push/Pull dynamic you must master for your sales team to consistently hit their goals. ([3:00])
• How to “peel the onion” to get beyond data and see the driving force behind your sales numbers that spreadsheets can’t show you. ([7:16])
• Why trust is mandatory for successfully building your sales team (and how to build trust in all levels of your company so your hard work doesn’t get torpedoed somewhere else in the organization). ([9:07])
• The three “big rocks” sales leaders must put first in their work. If you aren’t focused on these, you’re wasting time, losing money, and setting yourself up to lose your job. ([15:51])
• The surprising way humility creates effective leaders. ([18:16])
• Why a midday cup of coffee could be the best investment you make in your leadership development. ([20:38])
• Bill Belichick’s “three-word motivational speech,” to inspire peak performance from your sales organization. ([22:23])
• Why a short sentence you write about yourself can fuel a long career in leadership. ([24:30])

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

You already know collaboration is needed for your organization to get important things done.

But the power of collaboration goes deeper!

John Maxwell’s career has spanned many roles and taken him across the globe. In this episode he’s here to talk with Matt about what he has learned about collaboration, why it’s so important, and how to nurture it in your sales team to build trust and drive better performance.

Get ready for a new appreciation of how vital collaboration is to your team’s success.

Listen now!

Highlights include:

• You can’t measure everything. The intangible qualities to look for to know if your team is truly cohesive, collaborative, and productive. ([3:36])
• Why it’s up to the sales leader to create the collaborative environment needed for sales team synergy. Waiting for somebody else to do it could be fatal to your career and your team. ([7:55])
• The “output bias” that makes businesses fixate on the wrong thing. And how to keep your team focused on what actually produces results. ([5:32])
• Why successful sales teams are high energy. And the “competitive advantage” you can use to foster it in your team. ([11:26])
• “Star Treatment”: How to talk to a selfish superstar so they can continue to excel in their personal performance without creating a toxic environment for everybody else. ([15:55])
• The ultimate sales team secret – form a bond among teammates that makes leaving for another organization unfathomable. ([20:31])

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

Every sales leader wants a team that consistently exceeds their goals.

But why do so few leaders achieve this?

The secret is understanding what motivates your team.

When you help them grow and show that you’re there to support them, you’ll get the results you want without burning  yourself out in the process

In this episode,sales leader and coach Alyssa Kropp shares her insights on how to build a team that’s ready to go the extra mile.

Tune in now!

Show Highlights Include:

• #1 underrated leadership lesson that will instantly make you a better leader ([1:27])
• How to build a team that will run through walls for you (This makes them 100x more motivated to outperform on tasks) ([5:18])
• Doesn’t feel right to lead a team? Here’s a surefire way to figure out if you’re meant to be in a leadership role or not ([6:43])
• The most challenging part of leadership that makes or breaks a team (and how you can overcome it) ([9:37])
• The “Conscious Leader” mindset that keeps you from getting flustered or overwhelmed ([11:17])
• New to your leadership role? Here’s how you can relinquish some control and let your team grow on their own ([14:39])
• Surprising reason why your sales team is underperforming post-pandemic ([17:44])
• The biggest trait every inspirational leader has that you need to start cultivating now! ([21:50])

http://www.casslogroup.com/divinecomedyofsales

On paper you have everything you need: great products, great support, and great talent on your sales team…

But for some reason, the sales aren’t pouring in like you believe they should.

If you aren’t sure what to do about it, today’s episode with Eddie Geisel will help. Eddie has been there, and he learned the importance of clearly communicating a Leader’s Intent to fix the problem.

He’ll share what Leader’s Intent is and how to apply it to drive your sales team’s results to the next level..

Listen now!

Show highlights include:

• The “start with the end in mind” secret for your team to get things done right. ([2:06])
• Why “digital natives” in the sales force make communicating Leader’s Intent harder than ever and how to harness their strengths without losing their attention or respect. ([10:47])
• The “What-Why-How” way to translate Leader’s Intent into crystal clear execution so your whole team does what they’re supposed to without confusion or hesitation. ([3:15])
• “Nothing feels better”: the unexpected reward you get when your team members grow. ([8:02])
• The “technology trap” that destroys customer trust and neuters your ability to negotiate with prospects. ([15:31])
• Why thinking like a journalist is the best way to prove genuine interest in your customers. ([23:23])
• How to talk to clients so they drop their inhibitions and freely share valuable information that helps you close the deal. ([24:14])

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