16. Steve Mortimer, working in large and smaller organisations

In this conversation, Steve Mortimer shares his journey into sales management, discussing the key attributes that make a successful sales manager, the importance of mentorship, and the evolving dynamics of team management. He dispels the myth that managers cannot be friends with their team and emphasizes the need for authenticity and integrity in leadership. Steve also critiques the over-reliance on data in sales management, advocating for a balance between data-driven insights and the human elements of relationship building. He highlights the challenges of managing in large organizations and the importance of communication and personal branding in navigating these complexities. 

Steve discusses the importance of personal branding, both internally and externally, in sales management. He emphasizes the need for consistent behavior, engagement in industry events, and the balance between internal networking and customer interactions. Steve shares insights on managing upwards, the significance of mentoring, and the challenges of leading a team. He offers practical tips for new sales managers, highlighting the importance of passion, continuous learning, and authenticity. The discussion also covers learning from mistakes and celebrating triumphs in management, focusing on mindset and team dynamics.

Key Takeaways

·      Sales management often comes from a natural progression in one's career.

·      Mentorship plays a crucial role in developing leadership skills.

·      Being a nice manager is not a weakness; it's a strength.

·      Successful managers should maintain their individual contributor skills.

·      Learning from both good and bad management experiences is essential.

·      Data should inform decisions, not dictate them.

·      Building relationships is key to successful sales management.

·      Communication is vital in managing teams and ecosystems.

·      Personal branding can influence how one is perceived in an organization.

·      Understanding the circle of control and influence is crucial in large organizations. 

·      Invest in your network as you would with customers.

·      Consistent behavior builds a strong internal brand.

·      Engagement in industry events is vital for learning.

·      Balancing internal and external engagements is key.

·      Managing upwards requires effective communication.

·      Mentoring others can enhance your own learning.

·      Sales is competitive; staying ahead is essential.

·      Authenticity fosters trust and relationships.

·      Transforming team dynamics can lead to significant success.

Soundbites

“It’s a myth that managers can’t be nice guys”

“honesty, integrity, leading by example”

“I’m there to work for them”

“Never lose the hunger”

“You can learn from the good and the bad”

“Mould your own style, be unapoleggetically yourself”

“Just get out of the way”

“Sell your way out of tough times” 

“there’s a whole load of grey in sales”

“the only way that I can make things better is to constantly challenge the status quo”

“I invest in my internal network as much as in my customer network”

“consistent behaviour is key”

“you need something credible, useful and valuable to say to the CIO”

“be a student of the industry”

"Change the conversation”

Keywords

sales management, leadership, team dynamics, sales strategies, personal branding, data-driven decision making, mentorship, sales culture, relationship building, organizational challen