Revenue Builders

Effective Second-Line Leadership with Carl Cross

Jul 21, 2024

Carl Cross, CRO of Alchemy Technology, discusses second-line leadership skills, common mistakes, transitioning to strategic thinking, balancing field connection with leadership, and segregation of duties between first and second line managers. Valuable insights for elevating leadership capabilities and driving team results.

07:51

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Episode guests

Carl Cross

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Quick takeaways

Training second line leaders focuses on empowering first line leaders for team success.

Establishing performance conditions and segregating duties between first and second line managers are crucial.

Deep dives

Developing Leaders of Leaders

Training second line leaders involves guiding them to empower and support first line leaders effectively. The focus shifts from individual performance to enabling teams to achieve collective success. The key is to avoid undermining first line managers and instead offer additional value by recruiting, analyzing strengths and weaknesses of sales reps, and providing training support.

Intro

3min

Navigating the Transition to Second-Line Management and Balancing Connection to Reps

2min

Exploring Leadership Responsibilities and Team Development in Sales

3min

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Carl Cross, the CRO of Alchemy Technology, to delve into the complexities of second line leadership. The discussion centers around the critical skills required to train and lead first line leaders, the common pitfalls second line managers face, and strategies to ensure that leadership at every level is effective and empowering. This episode offers valuable insights for those looking to elevate their leadership capabilities and drive better results through their teams.

KEY TAKEAWAYS

[00:00:49] Defining a Great First Line Leader
[00:01:42] Common Mistakes of Second Line Leaders
[00:02:28] Transitioning from Tactical to Strategic Thinking
[00:04:14] Balancing Field Connection with Leadership Responsibilities[00:06:24] Segregation of Duties Between First and Second Line Managers

HIGHLIGHT QUOTES

[00:00:49] "You're obviously driving results through leaders, right? And there's something different about that."
[00:01:42] "The mistake that I see a lot of second line make is... you rip the steering wheel out of their hands."
[00:02:28] "The further you move up the range, the lonelier it gets at the top."
[00:05:12] "It's their ultimate responsibility that every person on that team has an equal chance of success."
[00:06:24] "You have to actually outline segregation of duties between first line manager and second line manager."

Listen to the full episode with Carl Cross through this link:
https://revenue-builders.simplecast.com/episodes/the-path-to-sales-leadership-lessons-learned-at-each-management-level-with-carl-cross

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

Read Force Management's eBook:
https://www.forcemanagement.com/front-line-managers