Ep. 7- The Truth About Moving into a Sales Leadership Role With Brett James

On today’s episode, Fergal is joined by Brett James, VP of Sales at SalesManago. Brett shares his journey from individual contributor to sales leadership and discusses some of the lessons that he has learned along the way. Fergal and Brett discuss: The daily habits and mindset that drive sales success Why great salespeople don’t always make great leaders—and how to make the transition successfully The biggest hiring mistakes sales leaders make and how to avoid them How coaching builds high-performing teams Strategies for increasing win rates, reducing sales cycles, and driving pipeline growth Timestamps 00:00 Introduction to Brett James 01:04 Brett's Career Journey 03:32 Transition to Leadership Role 07:51 The Daily Habits That Separate Top Performers 10:19 Impact of Remote Work on Sales Teams 11:39 Pipeline Management Strategies 13:20 The Discovery Process 15:35 Hunter vs. Farmer Sales Roles 18:21 Challenges in Sales Leadership 22:28 Falling into Hero Mode and the Importance of Coaching in Sales 29:56 Improving Sales Velocity 35:32 Advice for Aspiring Sales Leaders We hope you enjoyed this episode! If you did, please subscribe and leave a review. Connect with Brett: LinkedIn: Brett James Connect with Fergal: Website: www.sysvelocity.com Contact: Get In Touch LinkedIn: Fergal O’Carroll Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops