The Sales Leaders Operating System™

In this episode, host Matt McDarby addresses a crucial issue for sales leaders: maintaining commitment and momentum within their teams.

He introduces the practical strategy of Plan–Do–Review to ensure that leadership systems consistently deliver results. By identifying common barriers that undermine even the best plans, Matt shares insights from top leaders on how to keep progress on track.

You will gain actionable advice for improving your leadership effectiveness, and you will get a preview of some upcoming changes to the show.

Join the conversation to learn how to achieve the sales success your organization needs.

Show highlights:

• Uncover the barriers to change execution by sales leaders. [00:01:27]
• Learn about how a failing system impacts team goals. [00:04:04]
• Dive into the benefits of the Plan–Do–Review loop. [00:06:55]
• Key questions to evaluate your system's consistency. [00:11:42]
• Discover how we are changing the podcast to maximize your growth. [00:12:36]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this episode, we revisit lessons from winning sales leaders like Shaun Priest, Lacy Buzzelli, and Chris Turnley, to name a few, focusing on key topics such as clarity in decision-making, leadership empowerment, and building trust within teams.

You'll also get a sneak peek into the exciting changes ahead for our podcast, including a new name, innovative guest formats, and video episodes.

Get ready to sharpen your leadership skills and assemble your own sales leadership system. Join us now!

Show highlights:

• The foremost power themes in sales leadership outlined. [00:02:41]
• Key questions effective leaders ask themselves. [00:05:10]
• Lessons in trust-building, up, down and across your organization. [00:05:52]
• Uncover two important areas to systematize in leadership. [00:08:26]
• Service defined in the context of people development. [00:10:26]
• Dive into all the exciting changes ahead for this podcast. [00:12:25]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this episode, host Matt McDarby speaks with Patrick Zientara, VP of strategic accounts at Hyland. Pat shares his expertise on how humility, curiosity, and authenticity lead to sales success.

You will gain practical advice on transitioning smoothly into new leadership roles, prioritizing tasks, and fostering a strong team culture. The discussion also covers the importance of aligning teams, managing expectations, and acknowledging small victories to strengthen morale.

You will find actionable insights to enhance your effectiveness and drive excellent results.

Show highlights:

• Peak process for new leaders to discover and align goals. [00:03:50]
• How to build trust and hit the ground running on priorities. [00:09:11]
• Uncover the secrets of intentional leadership. [00:12:03]
• Powerful tips to create a winning team culture. [00:14:50]
• Why kindness is not the kryptonite of great leadership. [00:18:30]
• Habits to combat team burnout in elongated sales cycles. [00:22:07]
• Managing expectations up and down when forecasts fail. [00:27:18]
• Understand what your only three jobs are as a manager. [00:30:42]
• The power of humility, curiosity and authenticity in sales. [00:31:49]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this episode, host Matt McDarby and sales leader Loree Lash-Valencia share valuable strategies for driving sales team success. From the power of curiosity and resilience to the art of understanding individual motivations, they share practical insights to elevate your sales leadership game.

Tune in to discover how to adapt, inspire, and propel your sales team towards remarkable results.

Show highlights:

• Find out how surgical systems thinking optimizes sales. [00:04:05]
• How to use adaptability to spur sales agility. [00:09:25]
• The importance of gauging individual motivators in teams. [00:11:46]
• Why strive for radical candor for team alignment? [00:13:47]
• Explore the inner and outer game of leading salespeople. [00:17:30]
• Powerful points of cohesion to master team dynamics. [00:22:48]
• Discover the biggest insights in sales leadership. [00:26:48]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this episode, Matt welcomes Jeff Macomber, the Global Sales Enablement Leader at Lumivero. Together, they challenge some of the conventional wisdom on selling and leadership.

Jeff introduces a smart approach to on-boarding that begins with a detailed understanding of buyer perspectives.

You can expect to take away some unconventional insights and practical lessons that could change your approach to sales and enablement leadership. This episode is a must-listen if you are looking for a fresh perspective and a few good laughs along the way.

Show highlights:

• Gain insights into buyer-perspective understanding. [00:05:09]
• What does "nobody knows anything" mean in sales? [00:08:09]
• Lessons in managing difficult employee dynamics. [00:10:47]
• Why a leader must have motivator awareness. [00:22:50]
• How to proactively draw teachings from brilliant mentors. [00:26:49]
• The power of purposefully evolving leadership strategies. [00:31:34]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this week's episode, Matt welcomes Richard Smith, a successful sales leader and conversation intelligence software company co-founder who has devoted most of his professional life to sales coaching. They'll discuss the role of continuous coaching in enhancing team performance, the importance of careful hiring, and how recognition impacts your sales environment.

Rich will also share effective strategies that have helped him optimize his time and effectiveness as a leader. Tune in for straightforward, practical advice that could help improve your sales team's dynamics and results.

This episode is ideal for anyone looking to elevate their sales leadership skills and foster a more productive team.

Show highlights:

• Discover the top two components in Rich's sales management system. [00:03:23]
• Do sales leaders neglect ongoing team development? [00:08:29]
• The one crucial trait to prioritize at hiring. [00:11:27]
• The power of recognition for ongoing efficiency. [00:16:13]
• Why multi-pronged practice makes perfect. [00:18:52]
• Tips for team engagement in problem-solving. [00:24:57]
• Explore conversation-rich coaching moments. [00:30:19]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

In this episode, Matt welcomes Jason Rozenblat, a seasoned sales leader with a knack for systematizing the core processes that underpin successful sales teams.

The discussion centers on building trust, the significance of impacting others through mentorship, and the benefits of a data-driven hiring process.

You will learn how Jason prioritizes actions that align with his business's most important business objectives. Tune into this episode for practical strategies and insights from an expert sales leader.

Show highlights:

• Explore this objective data-driven, codified hiring method. [00:03:44]
• Uncover the power of prioritization with OKRs. [00:08:16]
• The 30–60–90 framework for new challenges explained. [00:12:52]
• How to reorient losses with a "win-or-learn" outlook. [00:16:07]
• Dive into legacy building with caring leadership. [00:26:15]
• Why successful founders have sales backgrounds. [00:30:13]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

Today Matt is joined by Chris DePatria, SVP of Revenue at Setpoint, who shares insights on the impact of strong frontline managers and networking in sales success. They cover the fine points of hiring, coaching, and when necessary, parting ways with employees.

Join us for an episode with valuable guidance for nurturing a high-performing sales team and the significance of a strategic approach to sales leadership.

Show highlights:

• A sales leader's role in tech-stack and sales-ops synergy. [00:03:09]
• Deep dive into sales council development and having a strong feedback loop with the field. [00:05:54]
• Why a staggering 57% of sales reps quit. [00:13:29]
• The right way and the wrong way to handle exiting sales people.. [00:17:22]
• The power of imaginative hiring and a passion for people. [00:19:51]
• Promotion prudence with a "jobs are given, not taken" rule. [00:24:28]
• How to establish a learning culture to supercharge growth. [00:31:00]
• Discover ways to network effectively in a sales career. [00:32:50]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

Welcome to The Divine Comedy of Sales, where in today's episode, host Matt McDarby and our esteemed guest Matt Goff engage in a thought-provoking discussion on craft and the science of assembling a powerhouse sales team.

Hear from Matt Goff, a sports and industrial psychologist, as he shares his approach to talent assessment, the wisdom of the 90-day evaluation window, and the reward of leading sales teams through ever-changing landscapes. We'll explore the relationship between behavioral expectations and job performance and discuss the emotional intelligence required to manage tough personnel decisions.

Join us for an episode brimming with candid insights and approaches that will help you master the balance between art and science in sales. . Let's get started!

Show highlights:

• Learn the key elements of a successful system. [00:03:40]
• Discover the art of strategic talent diagnosis. [00:08:35]
• Manage the success profile vs. expectations gap. [00:11:00]
• How long is too long to evaluate employees? [00:15:36]
• How to derive joy as a sales leader. [00:19:11]
• Tips for preparedness with leadership challenges. [00:22:58]
• Grab this indispensable leadership concept. [00:28:09]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby

Settle in and listen to our latest episode of The Divine Comedy of Sales. Today, host Matt McDarby talks with Chris Turnley about what drives sales teams to succeed.

Listen in as Chris shares his pragmatic approach to aligning sales strategies across functions, and learn how to balance boldness and humility in your leadership style. Discover how your own career in sales can flourish through continuous learning and adaptation without losing sight of your core values.

This episode will give you helpful tips for succeeding in the changing world of sales. This conversation could help guide your career in a new direction. Let's get started!

Show highlights:

• How to align behavior for repeatable sales success. [00:03:15]
• Sage advice on sales as a skill ladder vs. a job sequence. [00:11:35]
• Dos and don'ts of talent development as a leader. [00:16:02]
• The power of formative influences in success. [00:23:14]
• Learn about work–life alignment. [00:26:20]
• Why sales leaders must evolve with the industry. [00:28:33]
• Is success too early in sales a career hindrance? [00:29:46]

Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min

To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources

Follow Matt on social media:

https://www.linkedin.com/in/mattmcdarby

https://twitter.com/mmcdarby