In this episode of Growing Up B2B, Ed Delia interviews the Performance Development Expert for Sales, Management, and Leadership Training at Sandler Solutions, Cal Thomas. Cal discusses the reliance on relationships over structured processes, resistance to change, and the complexities of generational transitions.
Cal shares practical advice on building consensus, coaching versus managing, and the importance of leadership involvement in sales training. He also explores how technology and continuous learning can enhance sales effectiveness.
Learn more about Cal's work HERE.
Connect with Cal on LinkedIn HERE.
Think you'd be a great guest on the show? Apply HERE.
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