Categories: Podcasts
There are numerous ways you can improve your sales organization's competitive advantage in the market. This month's episodes cover multiple tactics you can implement into your talent management approach and your sales team's go-to-market approach to improve your company's overall ability to compete. We even have a special guest this month. Sales Leader Veteran John McMahon joins John Kaplan to discuss takeaways from his new book, “The Qualified Sales Leader”.
Review each episode and share them with your salespeople and managers as you see fit. Find our show on your favorite podcast player, so you can easily download, listen and share.
July Episodes:
Skill and Will: Your 3s and 4s
Duration: 12 min
Topic:
Continuing our series on the “Skill/Will” Model, this episode covers people with high will, level 3s and 4s. High-will talent are the people you want to have on your team. These people will improve your ability to succeed and maintain a competitive advantage for your organization in your market. This episode shares what sales leaders and managers can do to keep and leverage your level 4s (high will, high skill). It also details the steps these leaders take to build level 3s (high will, low skill) into top performers.
P.S. If you haven't listened to our intro episode on this series, Skill and Will: Own Your Coaching Process, you can tune in here.
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Skill and Will: Your 1s and 2s
Duration: 13 min
Topic:
Our final episode in our “Skill/Will” series, takes a deep dive into sales talent with low will, level 1s and 2s. Low-will people aren’t salespeople you want on your teams, however, you may be dealing with some of these individuals right now. On your watch, do what you can to build a team of top performers, so you can avoid losing your revenue-driving talent. This episode covers everything sales leaders can do to build and retain their top talent while managing low-will people.
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Lessons Learned in Sales W/ Marty Mercer
Duration: 20 min
Topic:
In the third episode of our podcast series “Lessons Learned in Sales”, John Kaplan talks with Force Management Facilitator Marty Mercer. Marty shares a beneficial lesson in patience that drastically shifted his sales career. This episode is packed with lessons that both reps and managers can use to propel their careers forward in the right direction. Share it with your sales teams today for inspiration and actionable insights they can apply to live opportunities.
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An Interview with John McMahon
Duration: 56 min total
Topic:
Author and Sales Leader Veteran John McMahon joins John Kaplan to discuss themes in his new book, “The Qualified Sales Leader”. There are relevant and actionable takeaways from this conversation that every sales leader and manager can apply to their current objectives.
McMahon has been the Chief Revenue Officer at five public, enterprise software companies – PTC, Geo-Tel, Ariba, BladeLogic and BMC. Now he sits on the board at several public software companies including Snowflake and MongoDB. Listen to the two-part series below, and buy the book, The Qualified Sales Leader.
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Part 1: Part 2:Never miss an episode
We publish new episodes every week. Download, listen and share them with your teams. If there's a topic you want us to cover, email us. You can subscribe to our podcast on all the major streaming platforms.
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