In this episode, host Matt sit down with Charlie Kennedy, a renowned sales leader from the UK, to discuss his transparent and authentic approach to leadership. Charlie shares his insights on the three essential elements for thriving in a decentralized command structure: resourcefulness, resilience, and empowerment. He debunks the myth of the lone wolf salesperson, emphasizing that sales is a collaborative team effort. Charlie also dives into the challenges and opportunities of leading and selling in a post-COVID world, the importance of honest and transparent leadership, and the effectiveness of empowering team members.   Takeaways:  ~Foster Resourcefulness: Encourage your team to be naturally curious and to do their homework. This means empowering them to understand the market, the customers, and the pain points before even the first call. Credibility is built through knowledge and preparation. ~Build Resilience: Teach your team to handle rejection and adversity without taking it personally. Use rejection as a learning opportunity. Discuss failures openly in team meetings to normalize them and extract valuable lessons from them. ~Empower Your Team: Decentralize command by entrusting your team members to make decisions. Encourage them to come up with not just one, but multiple solutions to problems. This not only builds their confidence but also accelerates problem-solving within the organization. ~Transparent Leadership: Be open and honest about expectations, mandates, and missions. Employees are more likely to follow a leader who is authentic and straightforward. Build currency through honesty and integrity. ~Leverage Technology Thoughtfully: Structure your and your team's day in a meaningful way, using tools like Slack and Zoom wisely. Limit the 'tyranny of Zoom' by encouraging quick huddles and conversations that don’t necessarily need to be 30-minute meetings. ~Promote Work-Life Balance: Ensure that your team has a healthy balance between work and personal life. This can improve overall job satisfaction and productivity. Encourage activities outside of work that help individuals recharge. ~Cultivate a Learning Culture: Create an environment where both successes and failures are discussed openly. Celebrate wins, but also analyze losses to understand what went wrong. This way, everyone in your team learns and grows collectively. Quote of the Show: “you learn more from your failures than you do from your successes.” - Charlie Kennedy Links: LinkedIn: https://www.linkedin.com/in/charlie-kennedy-66b93259/  Ways to Tune In: Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team. Learn more at coachem.io