Episode 72: Navigating the Sales Leadership Problem, with Richard Harris

Stronger Sales Teams with Ben Wright

In this episode of Stronger Sales Teams, host Ben Wright continues his chat with sales training authority Richard Harris. They explore the intricacies of sales leadership, with a particular emphasis on the common challenges encountered by novice sales leaders and the strategic methodologies to surmount them. Richard draws on his extensive expertise in transforming individual contributors into effective leaders, stressing the pivotal roles of interpersonal skills, accountability, and cultivating a culture of enjoyment and involvement within sales teams. They discuss practical steps for building and maintaining sales team cohesion and morale through engaging activities and strategic planning. Richard also offers actionable advice on how to manage new teams or restructure existing ones, always focusing on building a culture of high performance and mutual respect.

About the Guest:

Richard Harris is a globally recognised sales trainer and the creator of the Neat Selling System. With a distinguished track record of enhancing sales teams across a spectrum from startups to established corporations, Richard has provided consulting services to prominent clients such as Google, Visa, Zoom, Salesforce, SalesLoft, among others. He is also an experienced podcaster and the author of "The Seller’s Journey." Richard is acclaimed for his adeptness at translating sales training theory into practical application, rendering his methodologies both inventive and user-friendly.

Key Takeaways:

• The transition from sales contributor to sales leader requires a strong focus on mastering soft skills, such as effective communication, delivering constructive feedback, and maintaining team morale.

• Setting clear expectations and accountability measures from the outset is crucial for driving performance and consistency within the team.

• Integrating fun through contests and incentives fosters a motivated and engaged team environment, encouraging both individual and collective achievements.

• When forming new sales teams, invest in thorough onboarding and training to instill the right culture and operational standards from the beginning.

• Address any negative behaviours or toxic team members early to maintain a healthy, productive team atmosphere. Prioritise the overall health of the team over retaining top performers who contribute negatively to team dynamics.

Time Stamps:

0:00 Intro

3:18 Guest's Journey

5:14 Issues Around Sales Leadership Today

6:36 Leadership Problem: Soft Skills

9:34 Accountability

12:20 Fun

16:51 Where Sales Leaders Should Focus On

23:39 Guest Socials

24:33 Outro

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