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What Great Sales Managers Do Differently with Olivia Lockwood
Sales performance doesn’t break because people are lazy. It breaks when leaders miss the behaviours that actually drive results!
In this episode of Because Growth Matters, Daniel sits down with sales consultant, coach and facilitator Olivia Lockwood for a practical conversation about what really drives sales performance.
Olivia shares how her childhood across Jamaica, the US and beyond shaped her grit, resilience and people first leadership style. She unpacks why great sales leadership is less about heroics and more about behaviour and consistency.
Daniel and Olivia explore what sales managers often get wrong, why forecast accuracy is one of the clearest signals of leadership effectiveness, and how true customer centricity means helping customers even when your solution is not the right one.
Timestamps
00:00 Introduction to Olivia and her background
01:43 Childhood lessons that built grit and resilience
02:44 What grit really means in real life
04:15 The biggest misconceptions about Jamaica
07:23 Olivia’s early career and entry into sales
09:58 Life as a flight attendant and service lessons that stuck
13:01 Why sales still matters after decades in the field
15:33 Where sales managers unintentionally hold teams back
18:31 Consulting, behaviour change and true customer centricity
25:42 How better pipeline reviews improve forecast accuracy
29:31 What healthy pipelines actually look like
29:55 Making behaviour change stick in sales teams
30:23 Commitment, reinforcement and celebrating progress
33:08 How sales managers should balance priorities
36:17 Top advice for first time sales managers
41:41 Why consent matters in leadership
43:41 Intention versus impact and repairing trust
48:51 The 1% that leads to big changes
If this episode resonated, hit subscribe so you never miss a conversation like this. Share it with a sales leader who needs a fresh perspective, and leave a rating or review to help more people find the show.
Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International?
Fill out the application form HERE.
Connect with Daniel:
LinkedIn: Daniel Robus
Website: https://www.growthmattersintl.com
Connect with Olivia:
LinkedIn: Olivia Lockwood
Website: https://www.openupcoaching.com/
View all episodes
By Daniel RobusSales performance doesn’t break because people are lazy. It breaks when leaders miss the behaviours that actually drive results!
In this episode of Because Growth Matters, Daniel sits down with sales consultant, coach and facilitator Olivia Lockwood for a practical conversation about what really drives sales performance.
Olivia shares how her childhood across Jamaica, the US and beyond shaped her grit, resilience and people first leadership style. She unpacks why great sales leadership is less about heroics and more about behaviour and consistency.
Daniel and Olivia explore what sales managers often get wrong, why forecast accuracy is one of the clearest signals of leadership effectiveness, and how true customer centricity means helping customers even when your solution is not the right one.
Timestamps
00:00 Introduction to Olivia and her background
01:43 Childhood lessons that built grit and resilience
02:44 What grit really means in real life
04:15 The biggest misconceptions about Jamaica
07:23 Olivia’s early career and entry into sales
09:58 Life as a flight attendant and service lessons that stuck
13:01 Why sales still matters after decades in the field
15:33 Where sales managers unintentionally hold teams back
18:31 Consulting, behaviour change and true customer centricity
25:42 How better pipeline reviews improve forecast accuracy
29:31 What healthy pipelines actually look like
29:55 Making behaviour change stick in sales teams
30:23 Commitment, reinforcement and celebrating progress
33:08 How sales managers should balance priorities
36:17 Top advice for first time sales managers
41:41 Why consent matters in leadership
43:41 Intention versus impact and repairing trust
48:51 The 1% that leads to big changes
If this episode resonated, hit subscribe so you never miss a conversation like this. Share it with a sales leader who needs a fresh perspective, and leave a rating or review to help more people find the show.
Would you like to be a guest on Because Growth Matters or learn more about working with Growth Matters International?
Fill out the application form HERE.
Connect with Daniel:
LinkedIn: Daniel Robus
Website: https://www.growthmattersintl.com
Connect with Olivia:
LinkedIn: Olivia Lockwood
Website: https://www.openupcoaching.com/