SummaryIn this conversation, Teja Kilshaw shares her journey into sales management, emphasizing the importance of relationships, balancing professionalism with friendliness, and navigating team dynamics. She discusses the challenges of transitioning from an individual contributor to a management role, the significance of networking within the organization, and the need to build trust and respect with her team. Teja shares her insights on management, emotional intelligence, mentorship, an...

SummaryIn this conversation, Mario and Steve discuss various aspects of sales management. Mario shares his journey into sales management and emphasizes the importance of helping others succeed. They discuss the characteristics of a good sales manager, the challenges faced by new sales managers, and the impact of AI tools on sales management. Mario also highlights the importance of pipeline reviews and forecasting meetings in gaining visibility and transparency. He shares his approach to team ...

SummaryIn this conversation, Emir Susic shares his extensive experience in management and leadership, emphasizing the importance of empathy, the evolving role of AI in sales, and the need for effective communication and understanding within teams. He discusses the characteristics of successful sales managers, the difference between management and leadership, and offers valuable advice for new sales managers. Emir reflects on the challenges and triumphs he has faced throughout his career, high...

In this conversation, Stanimira Koleva shares her journey into sales management and the importance of passion, empathy, and continuous learning in the role. We discuss the differences between selling directly to customers and selling through channel partners, highlighting the need to understand the business models and drivers of channel partners. Steve and Stanimira also explore the challenges and strategies for expanding into new markets and cultures, emphasizing the importance of empat...

In this conversation, Steve Hoyle and Sami Ammous discuss sales management and leadership. They touch on topics such as the traits of a good sales manager, the challenges of transitioning into management, the difference between management and leadership, and how to develop leadership skills. Sami emphasizes the importance of curiosity, clear communication, and helping others move forward as key aspects of leadership. They also discuss the need for sales managers to avoid taking on all the pro...

Summary In this conversation, we discuss Steven's experience in sales management and his approach to developing people. We also touch on the challenges of transitioning from an individual contributor to a sales manager and the importance of setting standards and managing upwards. Steven shares his favourite coaching methodologies and books that have influenced his approach. He also shares his insights and advice on sales management generally, emphasising the importance of being a lifelong lea...

In this conversation, Mike Slater discusses his journey into sales management and shares insights on what it takes to be a successful sales manager. He emphasizes the importance of being a great coach and developing strong relationships with team members. Mike also highlights the difference between skills and talent, stating that while skills can be taught, talent is innate. He advises new sales managers to focus on building relationships, finding mentors, and constantly learning and improvin...

Michael Rieskamp, Head of Trade Sales for Western Europe at J.P. Morgan, has a fascinating history as a banker specializing in trade finance, working capital financing, supply chain financing etc with major banks such as Citibank. He first moved into sales management at Taulia, a west coast based fintech where he was Head of Sales, and then Managing Director for Europe, and extended his experience at JP Morgan, focusing on the DACH (Germany, Austria and Switzerland) markets. A link to Michael...

SummaryIn this conversation, Steve and Neil discuss sales management, particularly in the context of managing a partner or channel-based sales team. Neil shares his journey into sales management and highlights the key characteristics of a successful sales manager, including curiosity, empathy, and the ability to hire and develop people. They also discuss the importance of involving the team in building the plan and the challenges of managing a channel-based sales team. Neil emphasizes the nee...

The conversation begins with a discussion about the challenges and rewards of sales management. Bobbi shares her journey into sales management, the surprises she encountered, and the rewards she finds in helping people succeed. The conversation also touches on the importance of communication, learning, and authenticity in sales management. The conversation covers insights and tips for sales management, including the importance of learning from others, the evolution of sales management, the ro...

This conversation covers topics related to sales management, challenges and rewards of sales management, and personal development in sales management. It also delves into the application of sales methodologies and the importance of understanding customer pain points. In this conversation, Richard Bounds shares insights on sales management, including decision-making processes, sales team meetings, and the purpose of QBRs and ABRs. He emphasizes the importance of understanding customer needs, m...