From Salesperson to Sales Leader
Hello everyone, I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips, a leadership coach and host of the Matt Phillips podcast. Matt, who is based in Denver, has a wealth of experience in sales operations and accounting, having worked with big names like Western Union, Marsh, and Robert Half. Our discussion revolved around sales archetypes and the challenges of transitioning from a salesperson to a sales leader.
The Challenge of Transitioning from Salesperson to Sales Leader
Matt and I delved into the common practice of promoting top-performing salespeople to sales leaders. We both agreed that this approach isn’t always successful. Being a successful salesperson doesn’t automatically translate to being a successful leader. As Matt explained, leadership requires a different skill set and mindset.
Understanding Sales Archetypes
We then moved on to discuss sales archetypes, which Matt describes as different ways individuals show up and interact with others in the sales field. He emphasized that there’s no right or wrong archetype, but it’s crucial for sales leaders to be self-aware and understand how they’re perceived by others. I couldn’t agree more that self-awareness is vital for career success.
When I asked Matt for advice on developing self-awareness, he suggested paying attention to the words and phrases we use and capturing our thoughts on paper. He also highlighted the importance of understanding how different individuals prefer to be approached and adapting our leadership style accordingly.
The Importance of Consistency
We both agreed that successful salespeople are consistently consistent in their actions and behaviors throughout the day, regardless of the time. Matt suggested that leaders should also strive for consistency in their own actions and energy, but acknowledged that leadership consistency may look different from sales consistency. We discussed the challenge of teaching consistency and intentionality to team members and how to elevate them to the next level.
The Power of Coaching in Sales Leadership
Matt shared an example of a client who was surprised by her own success when they put together a formula for her achievements. This realization led to a shift in mindset and a desire to scale her success. We discussed the importance of coaching in sales leadership and how it differs from coaching in other fields. Matt, drawing from his experience working with athletes, emphasized the need for leaders to define their own leadership philosophy and style.
Clear Expectations and Communication in Leadership
We also touched on the importance of clear expectations and communication in leadership. We discussed the common cliché answers leaders give when asked about their leadership style and the need to go beyond those generic responses. Matt emphasized the importance of asking the right questions as a leader and how the quality of questions correlates with the quality of leadership.
The Power of Beliefs
Matt talked about the power of our beliefs and how they can influence our experiences. He shared a saying he grew up with in Colorado, “bad things happen in threes.” He explained that if he believes this to be true, then when something bad happens, he starts to anticipate two more bad things happening. He questioned why bad things don’t happen in fours or fives, and realized that it’s simply because that’s not the belief.
Shifting Our Perspective
Matt believes that understanding how our brain works and shifting our perspective can be a game changer in all areas of life. He shared a personal experience where he needed a new marketing firm and instead of dwelling on the difficulty of finding one, he told himself to find someone who has a connection to a good marketing firm. Within 60 seconds, a name popped into his head, and it turned out to be the CEO of an advertising company.
John is the Amazon-bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.