3. Bobbi Montgomery-Heath, Sales Management with a focus on sales enablement

The conversation begins with a discussion about the challenges and rewards of sales management. Bobbi shares her journey into sales management, the surprises she encountered, and the rewards she finds in helping people succeed. The conversation also touches on the importance of communication, learning, and authenticity in sales management. The conversation covers insights and tips for sales management, including the importance of learning from others, the evolution of sales management, the role of sales enablement, and the challenges of managing experienced team members. The conversation also delves into the mistakes made as a sales manager and the lessons learned from them. The conversation covers various topics related to sales management, recruitment challenges, leadership recommendations, training approaches, innovation, and the impact of development funding. It also delves into the character of a sales manager and the importance of trust and integrity.

Keywords

sales management, challenges, rewards, communication, learning, authenticity, leadership, development, sales management, sales enablement, team management, learning, mistakes, insights, growth mindset, sales management, recruitment challenges, leadership, training approaches, innovation, development funding, character of a sales manager, trust, integrity

Key Takeaways

·      Sales management presents challenges in transitioning from individual contributor to manager.

·      The rewards of sales management include seeing people thrive, building relationships, and achieving success.

·      Effective communication, continuous learning, and authenticity are key attributes of successful sales managers. Learning from experienced sales managers is valuable for gaining insights and tips.

·      Sales management has evolved, and the role of sales enablement is crucial for adding value to sales organizations.

·      Managing experienced team members can be challenging, and it's important to have a growth mindset and seek insights from the team.

·      Avoid disregarding your gut feeling when hiring, as good enough is not good enough for the team's success. Recruitment challenges for new sales managers

Sound Bites

"Well, seeing people start to thrive and do really well and going on to have different careers, other, you know, seeing somebody say challenge or put forward an argument where maybe they were quiet or having changed an approach within a sales meeting when you know you might have helped them realize that or coach them a little."

"I think I've made the same mistake a couple of times. Okay, so I'll admit this, at multiple times since being 20 to, maybe I gave this up and yeah, maybe I stopped making this mistake 15 years ago, but I certainly made it a number of times. And that is do not disregard your gut when it comes to the right person to hire."

"particularly if you're a new sales manager you've got two or three open slots you haven't got your target covered"

"innovative ideas and puts forward contradictory arguments, which I think is useful in business to hear, hear somebody contradict but put forward arguments or points that maybe don't get taken forward, but as a result are enriching for the greater to comprehend you've actually tried and thought about other options"

To discover more about Bobbi's background, go to her LinkedIn profile: https://www.linkedin.com/in/bobbiheath/