In this edition of "Pillar Talk," Rick Smolen converses with Brian McDowell about instilling consistent sales process, adherence, and customer verifiable outcomes connected to forecasting. With his rich experience in sales, including his role as CRO, Brian shares invaluable insights on enhancing sales processes and team dynamics.

Key Topics Discussed:

• Revisiting Sales Leadership Roles: Brian reflects on the transition from an individual contributor to a sales leader, focusing on coaching and guiding teams through challenging parts of the sales process.
• Implementing Effective Sales Processes: The episode delves into strategies for establishing structured sales processes, including the importance of detailed customer engagement and negotiation throughout the sales stages.
• Role of Managers in Reinforcing Sales Strategies: Brian emphasizes the crucial role of sales managers in ensuring the adoption and implementation of new sales techniques and processes.
• Forecasting as a Tool for Behavior Change: A unique approach discussed is using forecasting processes to validate and reinforce appropriate sales behaviors, aligning team efforts with organizational goals.

This episode offers a comprehensive look at the nuances of sales leadership, with practical insights into optimizing sales processes and team performance. Brian's expertise provides a valuable resource for current and aspiring sales leaders looking to refine their strategies and methodologies.

Technical Podcast Support by Jon Keur at Wayfare Recording Co.

Music by Ben Cina & Ayler Young