21. Mark Goossens, the importance of individual Motivation and Trust. Plus neurodiversity in the team.

In this conversation, Mark Goossens (Managing Director, Head of Public Sector Sales for IBM Technology in UK) shares his journey from engineering to sales leadership, emphasizing the importance of trust, emotional intelligence, and understanding individual motivations in sales management. He reflects on his experiences, mistakes, and triumphs, offering valuable insights for aspiring sales managers.

You can see Mark's profile at https://www.linkedin.com/in/markgoossens/

Key Takeaways

·      Mark's journey into sales was accidental

·      Building trust with the team is essential for effective sales management.

·      Emotional intelligence plays a crucial role in understanding team dynamics.

·      Sales leaders should be curious and open to understanding individual motivations.

·      Mistakes in leadership often stem from not trusting one's instincts.

·      Mentorship and coaching are vital for personal and team growth.

·      Sales management requires balancing empathy with performance expectations and authority

·      Recognizing neurodiversity can enhance team performance and dynamics.

·      Effective communication is key to building relationships in sales.

·      Vulnerability and humility can be powerful traits in sales leadership.

Sound Bites

"You need to be a sales leader."

"Trust is just so important."

"You owe it to the rest of the team."

"You have to be a shit filter."

"You can't do any of it overnight."

"At no point does that motivate people"

"The pack thing"

"Being emotionally intelligent and thinking about the impact of your actions on your team"

"I had got to a situation where she felt she could trust me to share with me something that was materially massively important to her"

"It's knowing the right thing to do at the right time in the right circumstance in the right way"

Keywords

sales leadership, emotional intelligence, trust, sales management, motivation, career journey, sales tips, personal growth, mentorship, neurodiversity