The Advanced Selling Podcast Sales Leadership Hats
7 snips
Aug 13, 2025 Explore the dynamic roles of sales leadership as the host discusses wearing multiple hats—manager, coach, and cheerleader. Discover how data-driven decisions can cut through the noise, while coaching sharpens skills and boosts performance. Learn how to ignite motivation and tackle mental roadblocks in your team. By identifying which hat you're wearing in meetings, you can foster trust and create more productive conversations, enhancing overall effectiveness in sales leadership.
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Define The Leader Persona First
- Sales leaders habitually switch personas in meetings, which creates confusion for reps about purpose and expectations.
- Defining the persona for each meeting removes guesswork and improves trust and outcomes.
Seller Asked If He Was Being Evaluated
- Bryan shares a recent call where a salesperson asked if they were being evaluated when they were not in evaluation mode.
- He uses the story to show how unclear meeting purpose creates awkward expectations and wasted energy.
Run Data-Driven Manager Meetings
- Use the Manager hat to focus meetings on data, funnel metrics, and decisions derived from CRM inputs and outputs.
- Say "I'm in manager mode" so the rep knows the goal is to use data to decide next moves.
