In this Expert Insight Interview, Matt McDarby discusses his latest book, The Divine Comedy of Sales. Matt McDarby is a long-time sales professional and sales consultant. He is the founder and CEO of United Sales Resources (USR) and the author of three books.
This Expert Insight Interview discusses:
- What Matt’s latest book is based on and where the idea came from
- The virtues that make a great leader
- Why people are willing to follow great leaders
The Divine Comedy of Sales
The previous two of Matt’s books were about some common challenges that people in leadership face. The first one was about finding enough time to do important things well, and the second book was about how to systematically approach getting the right talent from in-house to do what needs to be done.
This third book is all about getting the best out of the people on your team. If you’ve got a proper operating rhythm with your employees, focused on the right things, and have the right people on the team, you need to start paying attention to how you go about leading.
Seven Deadly Sins
So, what is different about the environment and the approach of the best leaders out there? How do they get the best out of their teams? In Matt’s experience, it comes down to two things — how they carry themselves and how they treat their employees.
The best leaders are conscious of these things. However, it’s not just about how you treat your employees. It’s also about how you treat your customers and partners, both in the business and externally. The book is called The Divine Comedy of Sales because it encapsulates the “seven deadly sins” of sales leaders and how to avoid these pitfalls, demonstrating the seven great virtues instead.
Seven Great Virtues
Humility, patience, diligence, self-control, goodwill, generosity, and detachment are the virtues embodied by the best leaders. These are the types of people that others are willing to run through walls for.
At the end of the day, it all boils down to applying these virtues in practice. So, the book is about stories that identify great sales leaders.
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.