17. Glen Farrelly, A life journey, coping with adversity and success as a sales leader

In this episode it was a huge pleasure to spend time with Glen Farrelly, a highly experienced and very successful sales leader who has driven high growth in organisations such as Nortel, Avaya, Blackberry, and Sabio where he was VP Group Sales.

I often talk with new sales managers who aim to “retire before I’m 50”, well Glen achieved this. Although he could, he hasn’t actually retired, being involved in multiple private business ventures and still consulting and coaching for a few selected clients. 

As in most episodes, we cover a wide range of topics. Glen’s is a very personal journey, and it was fascinating to hear how his life experiences, as a very successful sportsperson, and his early career in sales, provided firm foundations for future success; and then in management and leadership positions he constantly looked to improve his knowledge and skills, taking every opportunity to adapt, develop and learn from every experience. His lessons are invaluable for aspiring, new and developing sales managers.

Enjoy!

Keywords

sales management, personal journey, mentorship, career development, life lessons, technical difficulties, personal experiences, sales leadership, training, coaching styles, sales culture, empathy, A-players, adversity, team management, sales success, sales manager qualities

Summary

The conversation covers a range of topics including the evolution of a career in sales management. Glen shares his experiences, and the lessons learned throughout his life that shaped his career. The discussion highlights the importance of mentorship and the impact of early life experiences on professional development. Glen shares his insights on sales leadership, emphasizing the importance of experience, training, and empathy in managing sales teams. He discusses the three truths of salespeople, the necessity of transparency, and the role of effective coaching styles. Glen reflects on his journey through adversity in sales, the significance of nurturing A-players, and the essential qualities of a successful sales manager. He concludes with practical advice for new sales managers, highlighting the need to understand the sales culture and establish accountability within their teams.

Takeaways

·      Early life experiences shape career paths.

·      Mentorship plays a crucial role in career growth.

·      Hard work often leads to rewards.

·      Sales management is a journey, not a destination.

·      Technical difficulties can be overcome with patience.

·      Personal experiences enrich professional discussions.

·      Understanding the importance of numbers in sales.

·      Surrounding yourself with good people is essential. Sales experience is crucial for effective leadership.

·      Transparency in sales is essential for success.

·      Training helps refine sales skills and understanding.

·      Empathy is a key quality for sales managers.

·      Nurturing A-players can elevate team performance.

·      Coaching styles should be flexible and adaptive.

·      Understanding the sales culture is vital for managers.

·      Accountability leads to predictability in sales forecasting.

·      Good salespeople can predict outcomes, not just report.

·      Navigating the line between friend and manager is challenging.