The Sales Leaders Operating System™

Experience is a great teacher. But if you're a sales leader, you don't have time to learn everything based strictly on your own experiences. Even if you did, do you really want to go through all the failures, headaches, and discouragement that comes with learning the hard way?

Why not learn from the experience of other successful people?

Ken Napolitano is one of those people, and he's with me to share insights he's gained from more than 25 years in sales leadership roles with top-flight organizations including Bloomberg.

From perfecting the balance between pushing and pulling your team, to the role of trust in team building, and the "1 to 2 percent better" philosophy for keeping a growth mindset, this episode is packed with hard-won wisdom that can be yours just by listening.

Listen now!

Show highlights include:

• The Push/Pull dynamic you must master for your sales team to consistently hit their goals. (3:00)
• How to "peel the onion" to get beyond data and see the driving force behind your sales numbers that spreadsheets can't show you. (7:16)
• Why trust is mandatory for successfully building your sales team (and how to build trust in all levels of your company so your hard work doesn't get torpedoed somewhere else in the organization). (9:07)
• The three "big rocks" sales leaders must put first in their work. If you aren't focused on these, you're wasting time, losing money, and setting yourself up to lose your job. (15:51)
• The surprising way humility creates effective leaders. (18:16)
• Why a midday cup of coffee could be the best investment you make in your leadership development. (20:38)
• Bill Belichick's "three-word motivational speech," to inspire peak performance from your sales organization. (22:23)
• Why a short sentence you write about yourself can fuel a long career in leadership. (24:30)

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

You already know collaboration is needed for your organization to get important things done.

But the power of collaboration goes deeper!

John Maxwell's career has spanned many roles and taken him across the globe. In this episode he's here to talk with Matt about what he has learned about collaboration, why it's so important, and how to nurture it in your sales team to build trust and drive better performance.

Get ready for a new appreciation of how vital collaboration is to your team's success.

Listen now!

Highlights include:

• You can't measure everything. The intangible qualities to look for to know if your team is truly cohesive, collaborative, and productive. (3:36)
• Why it's up to the sales leader to create the collaborative environment needed for sales team synergy. Waiting for somebody else to do it could be fatal to your career and your team. (7:55)
• The "output bias" that makes businesses fixate on the wrong thing. And how to keep your team focused on what actually produces results. (5:32)
• Why successful sales teams are high energy. And the "competitive advantage" you can use to foster it in your team. (11:26)
• "Star Treatment": How to talk to a selfish superstar so they can continue to excel in their personal performance without creating a toxic environment for everybody else. (15:55)
• The ultimate sales team secret – form a bond among teammates that makes leaving for another organization unfathomable. (20:31)

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

Every sales leader wants a team that consistently exceeds their goals.

But why do so few leaders achieve this?

The secret is understanding what motivates your team.

When you help them grow and show that you're there to support them, you'll get the results you want without burning yourself out in the process

In this episode,sales leader and coach Alyssa Kropp shares her insights on how to build a team that's ready to go the extra mile.

Tune in now!

Show Highlights Include:

• #1 underrated leadership lesson that will instantly make you a better leader (1:27)
• How to build a team that will run through walls for you (This makes them 100x more motivated to outperform on tasks) (5:18)
• Doesn't feel right to lead a team? Here's a surefire way to figure out if you're meant to be in a leadership role or not (6:43)
• The most challenging part of leadership that makes or breaks a team (and how you can overcome it) (9:37)
• The "Conscious Leader" mindset that keeps you from getting flustered or overwhelmed (11:17)
• New to your leadership role? Here's how you can relinquish some control and let your team grow on their own (14:39)
• Surprising reason why your sales team is underperforming post-pandemic (17:44)
• The biggest trait every inspirational leader has that you need to start cultivating now! (21:50)

www.casslogroup.com/divinecomedyofsales

On paper you have everything you need: great products, great support, and great talent on your sales team…

But for some reason, the sales aren't pouring in like you believe they should.

If you aren't sure what to do about it, today's episode with Eddie Geisel will help. Eddie has been there, and he learned the importance of clearly communicating a Leader's Intent to fix the problem.

He'll share what Leader's Intent is and how to apply it to drive your sales team's results to the next level..

Listen now!

Show highlights include:

• The "start with the end in mind" secret for your team to get things done right. (2:06)
• Why "digital natives" in the sales force make communicating Leader's Intent harder than ever and how to harness their strengths without losing their attention or respect. (10:47)
• The "What-Why-How" way to translate Leader's Intent into crystal clear execution so your whole team does what they're supposed to without confusion or hesitation. (3:15)
• "Nothing feels better": the unexpected reward you get when your team members grow. (8:02)
• The "technology trap" that destroys customer trust and neuters your ability to negotiate with prospects. (15:31)
• Why thinking like a journalist is the best way to prove genuine interest in your customers. (23:23)
• How to talk to clients so they drop their inhibitions and freely share valuable information that helps you close the deal. (24:14)

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

As a sales leader you know how important it is to develop your team.

But how do you help them understand their own potential and develop the skills and habits necessary for success?

On today's show, Scott MacGregor joins me to talk about this and much more.

You'll see why extreme clarity is good for everyone, why discipline is more important than motivation, and learn why the traits needed for sales success get overlooked, even by people hiring for them.

Show highlights include:

• Why "clear is kind" and how to eliminate time-consuming performance reviews without sacrificing growth. (2:17)
• How to help your team members wake up to their true ability and reach their full potential. (7:30)
• The "Brand Halo Effect" that causes horrible hires – and how to vet an individual coming from a successful company to see if they really have the traits you need. (11:00)
• How walking on the beach can teach you the world-class discipline you need to be successful. (15:45)
• Why adversity is a gift, and the "champion's mindset" response to challenges. (21:01)

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

As a sales leader you know what motivates you, the approaches that have worked for you, and what makes you a great seller and leader.

So it's tempting to think if you turned your team into carbon copies of yourself, everybody would do great work and deliver great results!

But not everybody is like you. They have different motivations, different backgrounds, and different learning styles. Ignoring these things will make it impossible to motivate your whole team and equip them to be effective.

In this episode, Matt talks with Brian Delman about how to train, motivate, and celebrate a diverse team. You'll learn how to create a culture where everybody eagerly shares their wins and how to use each person's unique strengths to help the team perform at its highest possible level.

Listen now!

Show highlights include:

• How to uncover what motivates a team member without invading personal boundaries or making them uncomfortable. (3:10)
• The difference between employee engagement and employee satisfaction. And why failing to know the difference turns your most-engaged team members into disconnected zombies. (20:42)
• Non-stop thinker? How to clear your runaway mind before it wrecks your decision making. (13:44)
• Myth Busted: Why introverts actually make great salespeople, and what to know about introverted team members so you can protect them from burnout. (15:25)
• How to treat your team members like individual human beings and still hit your numbers. (17:42)
• "Real world" ways to identify engaged employees without wasting time and money on surveys. (21:39)
• Why treating your people like buyers makes you a better motivator. (26:56)

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

Some sales leaders coach in "firefighting mode." They offer coaching only when a performance problem arises and they expect better behavior and great results to follow.

But the change doesn't come and the results don't improve.

To drive real change and improve performance , establishing a consistent cadence with your team is a proven method that ensures coaching and effective follow through.

In this episode, Greg Lanz explains why cadence is an investment worth making, how to develop the right cadence with your team, and why honoring your commitment to cadence strengthens your reputation, enhances team performance, and makes you a better leader.

Listen Now!

Show highlights include:

• Why chasing short-term gains keeps you stuck in a "death spiral" and the investment you have to make to escape. (15:02)
• The Robot Fallacy: Why training your team to only respond to orders might work short-term, but will never produce lasting success. (6:14)
• How to use "show, don't tell" to integrate a rookie into your high-performing sales team without dragging down performance. Plus, the counterintuitive reason your team (not the sales leader) should spearhead the effort. (11:24)
• The win-win reason delegation makes you a better leader and helps your team close more deals. (9:02)
• What to do when your coaching cadence isn't working. (22:59)

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

Being a leader is tough.Especially if it's a new leadership role.

Impostor syndrome is real.

You might think you have to know everything, even though you just started.

And how do you handle the people you manage who think they could do your job better than you can?

Rachel Provan is here to relieve the pressure you're feeling and to explain why you don't have to do everything or micromanage to lead your team effectively.

This is an enlightening and encouraging episode whether you're a tenured leader or about to step into your first leadership role.

Listen now!

Show highlights include:

• What pack animals know about leadership, and how the two things they seek in an alpha are the same two things you need to lead your team. (5:09)
• The Shoelace Secret. Why some people need to fall on their face before they'll learn a lesson, even though you've taught them over and over. (9:03)
• Mistaken beliefs about impostor syndrome. (Know the truth so you can lift the burden of perfectionism off your shoulders.) (10:25)
• The counterintuitive reason permission to fail is the best gift to give a new member of your team. (11:50)
• Afraid AI is coming for your job? Why cultivating empathy will keep you ahead of the bots, even as they get smarter. (25:07)
• When it's OK to drop a plate, and the "life goes on" lesson you learn when one falls. (13:04)
• Somebody you manage gunning for your job? How to lead them effectively without being consumed by paranoia or emotions. (17:30)

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

Communication and culture are critical.

Poor communication undermines trust in your organization. If you can't keep your team on the same page, differences in demographics, backgrounds, and opinions can create friction that slams the brakes on sales growth.

Kenny Klein knows these issues firsthand. In his time at Grubhub, he's grown from individual contributor to sales manager to Senior Director of Sales and Operations. As the business has grown, so has the sales team–to a few hundred members.

In this episode, Kenny shares lessons learned and insights that will help you communicate with your team no matter what size.

You'll also learn how to navigate challenges before they can cripple sales and undermine your leadership.

Listen now!

Show highlights include:

• The avalanche effect that imbalanced communication creates.
• Why an FAQ should be the MVP of your next policy change and why promising to update it makes it even more useful to your sales team.
• How three simple questions –What? Why? How?-- let you know the right time to share information (and how much to share).
• Struggling to reach the decision maker? How to supplement soft skills with hard data to break through the invisible barrier keeping you from making contact.
• How to accommodate diverse worldviews and attitudes to keep a sales team working cohesively and focused on winning together.

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

What truly drives growth in your team?

Is it trust, exceptional leadership or incentives that encourage the right behavior?

The real secret to growth is something different.

Join us in this episode as Mark McCary, Partner at Serious Development, reveals the secret key to team growth. Discover how to motivate your sales reps to unlock their full potential and how you can grow alongside them.

Listen now!

Show Highlights Include:

• How to build efficiency and cut your development costs with ChatGPT (Note: This will help you save hundred of thousands of dollars every year) (5:21)
• Try this "Reverse Call" technique that high performing salespeople use to consistently exceed their quota (10:17)
• The counterintuitive reason why doing your sales rep's work alongside them improves their productivity drastically (15:14)
• How to extract the deepest pain points from your customers to dramatically increase your sales call conversion rate (19:45)

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