27. Rob Herbst and the changing role of Sales Managers

 In this episode of the podcast Steve Hoyle interviews Rob Herbst about the evolving role of sales managers and the essential traits that contribute to their success. Rob shares insights from his extensive experience in sales leadership, emphasizing the importance of personal development, accountability, and building trust within sales teams. The discussion also touches on the impact of technology and data on sales management, the necessity of coaching and feedback, and the mindset shifts required to thrive in a tumultuous business environment. Rob concludes with advice for new sales managers, highlighting the value of embracing change and learning from mistakes.

Contact

You can see Rob's profile at https://www.linkedin.com/in/robherbst/

You can contact Rob through https://www.spireselling.com

You can watch Rob on YouTube at @spire.selling

 Key Takeaways

·      Sales managers are pivotal in shaping sales culture.

·      Successful sales managers enjoy being with their salespeople.

·      Accountability in sales comes with responsibility and authority.

·      Sales coaching should be a collaborative process.

·      Trust is built through genuine human interaction.

·      Sales managers must adapt to the changing landscape post-COVID.

·      Feedback culture is essential for strong sales teams.

·      Sales is an adventure that requires a growth mindset.

·      Data should be used to examine and interpret sales performance.

·      Personal development is crucial for both salespeople and managers.

Sound Bites

"Sales Managers are the pivot point"

"Three anchors: personal development, clear expectations, achievement orientation"

"They own the culture"

"What can you depend on me for?"

"What can I depend on you for?"

"Friends don't let friends fail"

Accountability comes together with Responsibility, Autonomy, Authority"

"Trust can't happen that way." (digital only communication)

"I can't do that by text"

"Be with your salespeople."

"Sales is a lonely place if you're not part of a sales team"

"Get your team together"

"A one-on-one is my sanctuary" (for a sales person)

"The world is tumultuous, and it's doing us a favour"

"Keep the easy parts easy"

"We are now examining truth much more deeply"

"Truth is hard work. Fiction is easy"

"A real relationship is disruptive, intrusive and disturbing"

"Sales is a fantastic vocation."

Books

Rob referred to his two books: both available on Amazon and at Barnes & Noble

Cheating Death, https://www.amazon.com/dp/B0F3JG9VZR/

Spire Sales Culture: Your Guide to Developing a Thriving B2B Sales Force

Keywords

accountability, trust, sales leadership, sales management, characteristics of managers, team culture, authentic leadership, growth, mistakes, success, team building, sales strategies, personal development, coaching