On today’s episode, Fergal is joined by Brett James, VP of Sales at SalesManago.
Brett shares his journey from individual contributor to sales leadership and discusses some of the lessons that he has learned along the way.
Fergal and Brett discuss:
- The daily habits and mindset that drive sales success
- Why great salespeople don’t always make great leaders—and how to make the transition successfully
- The biggest hiring mistakes sales leaders make and how to avoid them
- How coaching builds high-performing teams
- Strategies for increasing win rates, reducing sales cycles, and driving pipeline growth
Timestamps
00:00 Introduction to Brett James
01:04 Brett's Career Journey
03:32 Transition to Leadership Role
07:51 The Daily Habits That Separate Top Performers
10:19 Impact of Remote Work on Sales Teams
11:39 Pipeline Management Strategies
13:20 The Discovery Process
15:35 Hunter vs. Farmer Sales Roles
18:21 Challenges in Sales Leadership
22:28 Falling into Hero Mode and the Importance of Coaching in Sales
29:56 Improving Sales Velocity
35:32 Advice for Aspiring Sales Leaders
We hope you enjoyed this episode! If you did, please subscribe and leave a review.
Connect with Brett:
LinkedIn: Brett James
Connect with Fergal:
Website: www.sysvelocity.com
Contact: Get In Touch
LinkedIn: Fergal O’Carroll
Learn how to boost client retention and revenue with Fergal’s Key Account Planning Workshops
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