The Shift Control Sales Podcast

Episode 1 of 2, were I talk about the importance of disciplined process in sales management and leadership. It's all pretty straightforward and common sense and yet many sales leaders are fixated to the outcome - the revenue target for the month, quarter or year instead of having a clearly defined sales management process that offers you every qualitative and qualitative measurement to ensure that you can respond quickly to any warning signs or potential areas of concern, in real time.

It can be a tough call for business owners who have usually taken the journey of hunter, gatherer to business leader and might want everything done in the 'old way' just because it has worked in the past. Today with so much technology and software to support the sales and marketing function, the sales management role has become easier but only when built around a solid process and implemented by a highly disciplined sales, marketing and admin team.

Episode 2 will focus on those processes that can help sales people navigate challenging economic times as well as the emotional highs and lows of sales.

Following hot on the heals of the last podcast - can a great sales person become a great sales manager - I had some feedback from listeners who had shared some of their own experiences and so I thought I would record this episode to focus on some tangible stuff that can be implemented quickly or at least can influence your thinking as you begin to consider recruiting from within.

I have always followed the Rx3 model - recruit, retain for revenue - and so the importance of getting this appointment right is so obvious and yet people will still go for speed over quality, the path of least resistance.

A sales person is driven by closing and a sales manager by coaching. Individual player v a team enabler.

It's worth taking time to consider all of the options rather than appease a sales person who thinks they deserve a promotion.

In life, some things can be both "good" and "bad" and in the middle of the drama to get things attended to we often only see them as simply 'bad' or 'good.' It's hard to find the time to work towards a balanced opinion and so we go for the position that seems the most logical at the time and with the evidence we have.

Social media and smart phones are a decent example - they can be both a curse and at the same time extremely beneficial. (Try finding a dumb alternative your smart phone and see where big tech - and clearly customers - both sit in this discussion.)

A constant theme in sales teams is the failed promotion from within - the high-performing sales person, promoted to sales manager because of exceptional sales performance, only to not cut it at management level. It happens a lot. Not a great result for the new sales manager, the existing sales team and it can have a serious impact on sales performance in the short term.

In sport, great footballers don't make great managers within the same season - it's just not possible and yet the burden of expectation on sales person to make that transformation quickly can kill off any ambition or possibility of success.

How can this transition be made easier for everyone concerned - how can you move a mindset from 'closer' to 'coach'??

It hits everyone at some point along the sales journey - overthinking or self sabotage. Sales is hard enough due to market forces, economic turbulence and the competition without the added pressure of the inner critic giving you a kicking at the same time.

It can be a problem but it can also be tackled relatively easily and quickly - as long as you put some work into it.

Again the driver for success is about being able to focus on the process rather than the outcome - have a read of the Chimp Paradox if you can (or give Chat GPT a rattle and see if it can condense the work of Dr Steve Peters better than I can...its a great book to help you deal with the inner critic and self sabotage.)

My thoughts on the aftermath of the Ryan Adams gig in Belfast in April - possibly the worst gig that I have ever attended where both the audience and the artist scored poorly on their behaviour. I have remained curious as to why people showed no sympathy to someone who was clearly suffering from mental stress - possibly a breakdown - and how so many people, who neither like the artist nor attended the show, were able to have such a negative opinion on the man and the artist.

The previous episode (Nature of Man with Diarmuid Lyng) had generated more discussion and feedback than most other episodes. The feedback had been mixed in the sense that many people related to the content but as many were of the opinion that the retreat or the idea of a retreat 'wasn't for them.'

The best way to continue the discussion is to literally do just that. This episode is with Michael Ryan, co-founder and facilitator of Nature of Man. A wellness and meditation expert, Michael gives his perspective on the condition of the Modern (Irish) Man and we discuss holistic benefits of the Nature of Man retreat and the value it can offer anyone and everyone.

The next retreat takes place in Donegal from 6th-9th June. Details can be found at natureofman.ie

We reference a number of writers / poets in this episode - David Whyte and John Moriarty. Two deadly men well able to put into words the thoughts of everyone of us (and indeed none of us)

In March, I found myself at a retreat in the Wicklow mountains, facilitated by Diarmuid Lyng and Michael Ryan. An entirely transformative experience and one that I felt the need to share through a discussion with Diarmuid - Wexford County Hurler, TG4 Commentator, retreat facilitator, husband, father and builder of a cultural facility in south Kilkenny.

The podcast covers alot of ground but is centred around the Summer Nature of Man retreat in Donegal 6th to 9th June 2025 - and the myriad reasons why some of you should attend.

www.diarmuidlyng.ie will offer more detailed information on the retreat and the other projects that Diarmuid is involved in.

The poet mentioned (I know) is David Whyte, the poem Self Portrait. I hope you enjoy - and if you do please feel free to share with those who might benefit from the retreat.

Thanks for reading.

In a number of conversations this last few weeks - on a personal and professional level - a common theme was the importance of taking time...time 'out', time to prepare, time to think and the benefits of not rushing. The control of our subconscious / unconscious in what we do and how we do things is evident but only when we stop to think.

Take a breath, a moment too get some clarity and perspective.

How often do you stop and think - about the unimportant stuff? about the important stuff? About the critical stuff?

A recent walk through Belfast city centre reminds me of a time when I lived in the city and encountered the homeless problem first hand. In 2013 there were a number of deaths on the streets in quick succession that should have sparked some deliberate action from local politicians and government.

9 years on and a new Rolex store will open up soon, directly opposite where Catherine Kenny died in March 2013.

If there is room in our world for luxury watches then surely there is space too for the disenfranchised lost souls of this country

The shouts from the sidelines - and the media - at Ange Postecogolou over the last few months have been pretty clear. A coach sticking to his principles, lacking as many as 8 first team players is now deemed not good enough.

Unless you've played or coached at that level, then it's hard to fully appreciate what is going on. A journalist only has a perception of what is going on, not the full picture.

Never the full picture - and as a result criticism can be overly harsh, directed at the wrong person, or just wide of the mark.

On a personal level, I've come to learn the difference between perception and perspective and the importance of loosing the ideal that 'perception is reality'