Real Sales Manager

Series 2.4 Dilemmas: Top salesperson frustrations

What to do when a top performing salesperson "throws their toys out of the pram"

Series 2.3 Dilemmas: can a farmer become a hunter and more

Series 2.2 Dilemmas - allocating accounts and interviewing bits

We look at allocating an account between an 'A' and 'B' player, whether or not to interview, and when to cut an interview short.

Series 2.1 Dilemmas: The disruptive salesperson

Our panel explore how to deal with a disruptive salesperson, and whether or not to give a price reduction to a customer just before they sign.

27. Rob Herbst, and the changing role of Sales Managers

The future of Sales Managememnt is uncertain, and here Rob gives his considered thoughts on this controversial topic, plus lots of great tips for new sales managers

26. Lennart Sigterman, Leadership and Planning

Steve and Lennart discuss many aspects of sales management and leadership, in particular the mindset and approach to planning for success.

25. Andrew Smyth, Leadership and Customer Relationships

We discuss a wide range of sales management topics and especially the often tricky issue of leaders having direct customer relationships.

24 Rebecca Hatch Engineering to Sales to Management

Rebecca shares some great practical insights and especially insights into her journey from engineer, to sales, to leadership.

23. Daniel Keating, from Europe to USA

Steve and Daniel discuss many aspects of sales management in general, as well as some great insight into how European early stage companies can establish themselves in North America

22. Jon Keating, developing your sales leadership career

Jon shares his great experiences as a sales leader, including building credibility as a young manager and some options for developing your career

21. Mark Goossens, the importance of individual Motivation and Trust.

A great discussion with Mark, including the fascinating topic of neurodiversity in the team.

20. Helen Kelisky and the Art of Sales Management

Steve and Helen discuss her incredible journey in sales leadership and in particular the Art of Sales Management including the judgement calls that all sales managers make multiple times every day.