7. Steven Fricker focusing on sales people development

Summary In this conversation, we discuss Steven's experience in sales management and his approach to developing people. We also touch on the challenges of transitioning from an individual contributor to a sales manager and the importance of setting standards and managing upwards. Steven shares his favourite coaching methodologies and books that have influenced his approach. He also shares his insights and advice on sales management generally, emphasising the importance of being a lifelong learner and continually seeking new information. He recommends books and podcasts, such as Jeb Blunt's 'Fanatical Prospecting' and Gary Gamp's 'The Company Doctor,' as valuable resources for sales professionals. Steven also discusses the key areas that sales leaders should focus on when coaching their teams, including sales skills, navigating the organization, understanding products and services, and understanding clients. He highlights the importance of setting standards, getting a coach, and focusing on coaching rather than doing deals as a sales manager. Keywordssales management, developing people, challenges, setting standards, managing upwards, coaching methodologies, books, sales management, lifelong learning, books, podcasts, coaching, sales skills, navigating the organization, products and services, understanding clients, setting standards Key takeawaysTransitioning from an individual contributor to a sales manager can be challenging, and it's important to set standards and manage upwards effectively.Sales managers should focus on developing their people and helping them fulfill their potential.Coaching should be individualized, taking into account each person's drivers and motivators.Setting standards and expectations is crucial for team success, and it's important to strike a balance between being a micromanager and allowing autonomy.Managing upwards involves understanding the company's goals and aligning with leadership, while also maintaining professionalism and avoiding office politics.There are various coaching methodologies and books that can be helpful, but it's important to adapt them to fit the organization and sales cycle. Be a lifelong learner and continually seek new informationRecommend books and podcasts as valuable resources for sales professionalsFocus on coaching sales skills, navigating the organization, understanding products and services, and understanding clientsSet standardsGet a coachFocus on coaching rather than doing deals as a sales manager Sound Bites"I think it's one of the most fun jobs that can be done, but I also think it's one of the most misunderstood roles in an organization.""There's nothing more unequal than the equal treatment of unequals.""Every effective salesperson knows that stakeholder management is critical and probably they're already good at it.""The world has changed. We've got so much access to information now.""To be successful, be a lifelong learner and continually keep looking for new information.""Sales is not just a communication stream. We all know two ears, one mouth."