20. Helen Kelisky and the Art of Sales Management

In this conversation, Helen shares her journey into sales leadership, discussing her early experiences at IBM and the importance of technical knowledge in sales. She reflects on the training she received, the challenges of transitioning into management, and the key attributes necessary for effective leadership. Helen emphasizes the significance of responsibility, team dynamics, and the balance between being a leader and a team member. 

The discussion also explores the dual nature of management as both an art and a science, highlighting the importance of judgment and questioning in the sales process. In this conversation, Helen shares her insights on sales management, emphasizing the importance of understanding team dynamics, effective questioning, and making judgment calls. She discusses her leadership philosophy of serving her team, offers practical tips for new sales managers, and reflects on her own mistakes and successes in management. The discussion highlights the challenges and rewards of being a leader in a sales environment.

 You can see Helen's profile at https://www.linkedin.com/in/helen-kelisky/

Key Takeaways

• Helen's journey into sales leadership began at IBM.
• Technical knowledge is crucial for effective product sales to technical buyers.
• The art of asking questions is fundamental in sales.
• Good judgment is essential for management roles.
• Creating a vision for the team fosters responsibility.
• Management requires both science and art.
• Training programs can significantly prepare individuals for management.
• Resilience is key in facing challenges as a sales manager.
• Team dynamics are influenced by the manager's approach.
• Not all top salespeople make the best sales managers. 
• Sales forecasting involves understanding team dynamics and individual behaviors.
• Effective questioning is crucial in sales management to gauge team performance.
•  Management requires making judgment calls based on available data and team input. 
• Leaders should serve their teams to foster a collaborative environment.
• New managers should focus on building trust and clarity with their teams.
• Feedback should be given promptly and appropriately to encourage growth.
• Managing out underperforming team members is a necessary part of leadership.
• Celebrating team successes can create a positive work environment.
• Leadership is about making difficult decisions for the benefit of the team and organization.
• The role of a manager is both challenging and rewarding, offering valuable life lessons.

Sound Bites

"You need to demonstrate good judgment"

"You are responsible for those people"

"You treat your team with respect"

"It's all about the questioning."

"Everything is a judgment."

"I'm in service of my team."

"Be open and likeable."

"You can make the elephant dance."

“It’s the best job ever.”

Keywords

sales leadership, management training, team dynamics, effective management, sales techniques, leadership styles, responsibility in management, art of questioning, technical sales, IBM training, sales management, forecasting, team dynamics, leadership, judgment, coaching, feedback, new managers, mistakes, success

Book

Helen referred to 'Who Says Elephants Can't Dance' by Lou Gerstner