What happens when high-performing salespeople are thrust into leadership roles without formal training?

Join me on this episode where I am joined by Richard Cogswell, the author of "The Cultural Sales Leader," as we uncover the reality behind this common industry practice.

Richard shares the crucial elements of successful sales leadership, including the importance of structured training and the pitfalls of jumping into leadership unprepared.

We explore strategies for creating cohesive sales plans that align with both financial goals and customer needs.

Plus, Richard introduces the concept of servant leadership, showing how empathy and strategic thinking can drive exceptional team performance.

We also address the critical process of diagnosing issues quickly and empowering team members to excel.

Richard provides compelling real-life examples, such as a dramatic turnaround in Singapore, to illustrate these principles.

Don't miss our discussion on the essential components of first-time leadership training that can set up new managers for success.

Make sure to connect with Richard on LinkedIn for more of his expert insights, and subscribe to the Sales Today podcast to stay ahead in your sales career.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Leadership Learning in Sales

Leadership is a learned skill, often overlooked in sales, highlighted by author Richard Cogswell's book on structured training for first-time managers.

(0:13:51) - Effective Leadership in Sales Team

Transitioning into leadership roles without training, lack of go-to-market plans, servant leadership, and supporting newly promoted leaders.

(0:23:43) - Developing First-Time Sales Leaders

Servant leadership, flexibility, empathy, diagnosing issues, aligning values, positive work environment, management training for first-time leaders.

Follow Richard

LinkedIn:

Website:

Get Richard's Book:

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

Watch this episode on YouTube