It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers.

Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager Survival Guide. Listen to the episode to hear what David has to say about frontline sales.

Episode Highlights:

How Dave got started in the area of sales performance

How too many apps and tools can be detrimental to sales performance

Why the sales manager needs to be part of the plan when implementing a new tool

A sales manager’s role, and how that can be leveraged to maximize the performance of each sales person.

The qualities that make a great sales manager

The importance of determining a process that works before bringing in automation tools

Why it’s necessary to focus on fundamentals and the ideal customer profile

Dave’s new book, Sales Executive Survival Guide, coming out in May

Resources:

David Brock

Dave on Twitter

Partners in EXCELLENCE

Partners in EXCELLENCE Blog

Sales Manager Survival Guide: Lessons From Sales' Front Lines