Lead By Listening & Laughing - Blair Tolbard - Coach2Scale - Episode # 017

This special guest is a seasoned sales leader and mentor with over 40 years in the technology sector. Blair Tolbard is a now-retired sales executive with experience leading teams at companies such as IBM and Oracle. Blair joins Host Matt Benelli to share his insights on effective leadership and sales tactics. Blair emphasizes the power of listening, being accessible as a leader, and how leaders can use humor as a relief valve. Takeaways:It’s imperative to follow through on what you pledge to do. Your deeds speak much louder than your words. This is a key part of establishing trust and building credibility with your team and even prospects.Sales team leaders should strive to be truly accessible and available to their team members. This means being present, approachable, and actively encouraging communication.Instead of leaving it up to team members to decide when to engage with their manager, leaders should establish clear guidelines and expectations. This helps avoid confusion and ensures that everyone knows how to reach out for support or guidance.Rather than being passive and waiting for team members to come to them, sales team leaders should proactively engage with their team. This shows a genuine interest in their needs and creates an environment where open communication is encouraged.Active listening is a crucial skill for sales team leaders. By actively listening to their team members, leaders can gain insights, understand their needs, and build stronger relationships. This leads to better outcomes and a more productive team.Taking the time to get to know team members on a personal level can greatly improve communication and collaboration. Sales team leaders should invest in building relationships to create an atmosphere of trust and mutual respect.Quote of the Show:“I'm fortunate I have this innate relief valve, and I do believe humor is a relief valve, and it's a relief valve not just for me, but it's a relief valve for those around me.” - Blair TolbardLinks:LinkedIn: https://www.linkedin.com/in/blair-tolbard-5a1a9398/ Shoutouts:John NugentJohn BuntingWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io