Today, host Matt McDarby welcomes John Santos, an esteemed sales leader with an impressive background, ranging from his service in the Air Force to influential leadership roles at E. & J. Gallo and now at Candela Medical.
John discusses the importance of conducting thorough annual sales reviews to identify areas for improvement and set goals for the future. He highlights the key elements of a successful sales system, including structure, cadence, and meaningful interactions between leaders and sales reps.
The conversation covers the challenges of maintaining momentum in sales, the value of balancing prospecting with closing deals, and practical strategies for effective leadership. This episode offers sales leaders actionable advice on enhancing their leadership approach and maintaining a steady pipeline for continued success.
Show highlights:
- Three strategic partnerships sales leaders must develop for ultimate impact. [00:03:09]
- Discover the value of conducting annual sales reviews. [00:07:59]
- How to lead weekly meetings your reps look forward to. [00:09:47]
- The unlimited power of passion for sales as a lifestyle. [00:15:12]
- Actionable steps for consistent pipeline development. [00:19:31]
- Explore the science of knowing yourself to be able to sell. [00:27:50]
- Catch this itemized look at John Santos’ systems-thinking playbook. [00:37:18]
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