Manage Smarter 281 — What Strategic Sales Leaders Need to Know Now with Derek Johnson

HOSTED BY C. LEE SMITH AND AUDREY STRONG
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Derek Johnson, author of 'The Strategic Sales Leader,' shares his insights on sales leadership, internal politics, and strategic execution. With insights from his military background and mentorship under Brian Tracy, Derek discusses the challenges of managing team dynamics and the importance of a clear vision. 

Derek is also the author of 'The Wisdom of Leaders: History’s Most Powerful Leadership Quotes, Ideas,and Advice.' Learn practical tips for aligning your sales team and overcoming common obstacles in this insightful episode.

In this podcast for sales managers and executive leadership, Audrey Strong, C. Lee Smith and Derek Johnson help you to answer:

What is the biggest challenge in sales leadership?

Derek Johnson believes that internal politics are the hardest part of a sales leadership role. He emphasizes that understanding and navigating the agendas and dynamics within a team is crucial for successful sales leadership.

How should sales leadership handle change within an organization?

Derek Johnson highlights the difficulty of change and suggests understanding the desires and fears of team members to drive change. He emphasizes the importance of balancing fear and pleasure to motivate individuals effectively.

How do sales leaders deal with detractors in a team? 

Start with identifying the power hierarchy within an organization to determine which detractors need attention. Derek Johnson suggests focusing on those who significantly impact results and ignoring those who do not hold substantial influence.

What is the significance of the BHAG in leadership? 

Derek Johnson discusses the importance of a Big Hairy Audacious Goal (BHAG) in leadership, which provides a clear vision and purpose. He believes that a compelling 'why' can ignite internal motivation and drive individuals to achieve extraordinary results.

What is the impact of AI in sales? 

Derek Johnson sees AI as a force multiplier in sales, particularly in tasks like cold calling. He warns that failing to incorporate AI could leave companies behind, but emphasizes the need for ethical and responsible use to maintain the human element in sales.

"You can either light a fire underneath someone, or you can ignite a fire within someone."

Derek Johnson

#briantracy #sales #salescred #salescredibility #cleesmith #derekjohnson #salesleadership #salesskills #salestips #officepolitics

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