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The Sales Leaders Operating SystemAuthor: Matthew McDarby
The Sales Leaders Operating System podcast addresses the challenges faced by sales leaders at all levels. With three decades of experience selling, coaching, and leading, Matt McDarby offers practical strategies to improve sales leadership effectiveness. Each episode focuses on key aspects of the role, from time management and coaching to team development and leading and motivating. Whether you're new to sales leadership or looking to advance your career, this podcast provides actionable insights to enhance your skills, drive better results, and maximize your organization's investments. Join us to learn, grow, and become a more effective sales leader. Language: en Genres: Business, Education, Self-Improvement Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Bruce Wedderburn on Embracing Tension in Sales Leadership
Tuesday, 20 May, 2025
In today’s episode, host Matt McDarby welcomes Bruce Wedderburn, an incredibly talented sales executive and leader whose career spans roles at Dale Carnegie, Huthwaite, Miller Heiman, Integrity Solutions, and now MindGym, where he serves as SVP of Sales. The conversation is about what it really takes to lead high-performing sales teams in today’s rapidly changing environment. From navigating the daily tensions between accountability and autonomy to the crucial importance of coaching—not just on metrics, but on true value creation—Bruce shares practical advice, real-world stories and hard-earned lessons. Whether you’re stepping into your first sales management role or are a veteran looking to sharpen your edge, you will gain actionable insights on embracing the tough realities of leadership, building trust within your team, and helping your people and your customers win. Tune in for a thought-provoking discussion that will challenge you to think differently about how you lead, motivate, and realize the potential of your sales organization. Show highlights: Explore the concept of embracing the “kaleidoscope” of natural tensions in sales leadership. [04:14] Why sales leaders must spend 50% of their time with direct reports. [08:20] Ask this core question regularly to instill a customer-focused mindset. [14:00] Discover the real value differentiator in the sales experience. [15:00] Insights from Neil Rackham and McKinsey on the true drivers of value selling. [17:02] The critical importance of sales coaching and barriers to it. [21:02] How to make the mindset leap from sales rep to first-time manager. [29:15] Learn about the three conversations of sales leadership. [34:43] What to do about negative self-talk as a sales leader. [36:49] Lessons from Bruce Wedderburn’s mentors and influences. [38:58] Book a call with Matt using this link: https://calendly.com/mattmcdarby/30min To know more about United Sales Resources, head on over to our website http://www.usr-llc.com, and follow us on Facebook: https://www.facebook.com/UnitedSalesResources Follow Matt on social media: https://www.linkedin.com/in/mattmcdarby https://twitter.com/mmcdarby
