5. Michael Rieskamp, focusing on managing cross cultural teams

Michael Rieskamp, Head of Trade Sales for Western Europe at J.P. Morgan, has a fascinating history as a banker specializing in trade finance, working capital financing, supply chain financing etc with major banks such as Citibank. He first moved into sales management at Taulia, a west coast based fintech where he was Head of Sales, and then Managing Director for Europe, and extended his experience at JP Morgan, focusing on the DACH (Germany, Austria and Switzerland) markets. A link to Michaels LindedIn page is pasted below.

In this conversation, Steve and Michael discuss sales management and the challenges of running a team across different countries. Michael shares his journey into sales management and emphasizes the importance of learning on the job and being able to work with people. 

They discuss the attributes of a successful sales manager, including being a good communicator, leading by example, and having the confidence to set direction. They also explore the rewards and challenges of sales management, such as building a successful team and dealing with cultural differences. Finally, they touch on the importance of regular communication and face-to-face interactions in managing a remote team. 

In this conversation, Michael and Steve discuss the challenges and responsibilities of being a sales manager. They emphasize the importance of time management, saying no to unnecessary demands, and setting aside time for reflection and strategic thinking. They also highlight the role of a sales manager as an ambassador within the organization, bridging the gap between the sales team and other departments. Michael shares insights on providing feedback and communicating effectively, particularly in cross-cultural contexts. 

The conversation concludes with Michael offering three tips for new sales managers: 

·      get to know your team

·      observe and be part of the action

·      stay flexible and open-minded.

Keywords

sales management, team building, leadership, cultural differences, remote team

Takeaways

·      Learning on the job and being able to work with people are key attributes of a successful sales manager.

·      Cultural differences and time zone challenges can impact team dynamics and require empathy and flexibility from the manager. Effective time management is crucial for sales managers to prioritize their tasks and reserve time for themselves.

·      Saying no to unnecessary demands is important to maintain focus and prevent burnout.

·      Reflection and strategic thinking are essential for sales managers to identify patterns, report important themes, and provide feedback to their team.

·      Providing feedback and communicating effectively require cultural sensitivity and the ability to separate feedback from personal criticism.

·      New sales managers should focus on getting to know their team, observing and being part of the action, and staying flexible and open-minded.

 Sound Bites

"I think the journey hasn't ended yet. I think there's always something to learn, there's always some work to do with people and whenever people come together there's always an element of leadership, thought leadership, skills which you can apply on your day-to-day job."

"Number one, somebody who really likes people and working with people. There are a lot of really good subject matter experts out there, really stars in their area of expertise, but maybe not exactly a leadership type person."

"The ability to build out a team, to really be part of team building process around all the different phases of building a team, norming, storming, performing..

More at: https://www.linkedin.com/in/michael-rieskamp-825342b3/