Podcast: David A. Brock and the Sales Manager Survival Guide

SMSG Final Front CoverWhen it comes to the world of sales management, David A. Brock (Dave) is a heavyweight. He has a long history of success leading some of the biggest and best sales teams in the technology arena, and his firm, Partners in EXCELLENCE, has grown into one of the world’s leading sales consulting, coaching and training companies.

In addition to his great pedigree, Dave brings an unyielding regard for the professionals leading, managing, and guiding sales teams every day: the front-line sales managers. In Dave’s words, “the role of the front-line sales manager is the most difficult job in all of sales.” It is fitting that the first book from this prolific sales blogger is entitled: Sales Manager Survival Guide: Lessons from Sales’ Front Lines.”

Having navigated the world of senior sales and marketing management for many years, I have consumed a good number of the books in this arena, and I am convinced that Dave has nailed a critical sweet-spot for guiding and helping new and experienced front-line sales managers succedave head shot 01ed. As I say somewhere during the podcast interview, the practical, actionable content captured between the covers of this 336 page guidebook makes my heart go pitter-patter. Every sales manager and manager of sales managers and aspiring sales manager needs a desk copy of this book to dog-ear or an e-copy to annotate and draw upon in pursuit of the good fight!

Enjoy the interview with this great professional! And know that yes, his mother is proud of him in spite of his choice to pursue a career in sales over the opportunity to become a theoretical physicist!

Leadership Caffeine™ Podcast #21—Full Potential Running

Cover art for Leadership Caffeine PodcastEvery once in awhile, I come across individuals who inspire me with their enthusiasm and passion for their profession and their great energy for helping others. Eric Wallor and Michael Lucchesi, proprietors of the running coaching business, Full Potential Running, are two of those individuals.

These two combine for a podcast more fun than any morning sports show, with some great business and life tie-ins. Both Eric and Michael are accomplished distance athletes on a mission to help people not only FullPotentialRunningtransform and succeed as runners, but to transform their lives for the better in the process. Michael serves as the coach (but don’t call him Coach Michael!) of the Chicago-area New Balance running team and the two collaborate together in helping runners of all levels develop the discipline to meet their unique goals.

If you are a runner or aspiring runner, you will appreciate these two great individuals. If your idea of long-distance running is from the couch to the refrigerator and back to the couch during a commercial, you will still enjoy the energy and wisdom these two young professionals have to share! And if you feel so inclined to lace-up the shoes and hit the trails, look to Eric and (Coach) Michael to help you get started and kick it into gear!

Visit the Full Potential Running site to learn more about their philosophy and coaching offerings. If you have a question, you can reach Eric via e-mail. You can follow them on Facebook as well.

Enjoy! Now, I’ve got a date with my running shoes and my latest push to break an 8-minute mile. (Hey, I’m old and I am competing against the clock, not you!)

See more posts in the Leadership Caffeine™ series.

Read More of Art’s Motivational Writing on Leadership and Management at About.com!

Art Petty serves senior executives and management teams as a performance coach and strategy facilitator. Art is a popular keynote speaker focusing on helping professionals and organizations learn to survive and thrive in an era of change. Additionally, Art’s books are widely used in leadership development programs. To learn more or discuss a challenge, contact Art.

book cover: shows title Leadership Caffeine-Ideas to Energize Your Professional Development by Art Petty. Includes image of a coffee cup.


Interview with Laura Macleod of From the Inside Out Project

Cover art for Leadership Caffeine PodcastWelcome back to the Leadership Caffeine Podcast series! While the series took a hiatus for an extended period during my last venture, the idea of bringing fresh voices to the important topics of management and leadership is an unyielding objective of mine here at the Management Excellence blog. For those kind listeners who have asked about the podcast, thanks for the reminders, and know that I’m slow but thorough!

I’m excited to return to the series and kick-off with Laura MacLeod, founder and proprietor of From the Inside Out Project, a firm dedicated to smoothing communications and relations between hourly employees and management.

LauraMacLeod Laura shares a bit about the genesis of her idea and some of the approaches she applies to promoting harmony between groups that struggle to communicate effectively with each other. As I mention during the interview, she had me at “harmonious.” I’ve been looking for that workplace for a long time.

While just a bit of a spoiler, Laura picked up on this idea when she found herself in the middle of one of those challenging hourly employee/management communication situations earlier in her career. Her approach to navigating the situation and then extending what worked to a business venture is instructive for all of us. Her guidance on navigating the sticky communications issues in the workplace in pursuit of constructive and even harmonious dialog is intriguing.

I had a great time catching up and learning from Laura. Enjoy the interview!


About Laura MacLeod

With a background in social work and 2 decades of experience as a union worker, Laura MacLeod created “From The Inside Out Project®,” with all levels of employment in mind to assist in maintaining a harmonious workplace. She is an adjunct professor in graduate studies at the Hunter College Silberman School of Social Work and leads training sessions for social work professionals at The Coalition for Behavioral Health and Institute for Community Living in New York City. MacLeod speaks on conflict resolution, problem solving, and listening skills at conferences across the country.  

Art Petty serves senior executives and management teams as a performance coach and strategy facilitator. Art is a popular keynote speaker focusing on helping professionals and organizations learn to survive and thrive in an era of change. Additionally, Art’s books are widely used in leadership development programs. To learn more or discuss a challenge, contact Art.


Leadership Caffeine™ Podcast-Become the CEO of You, Inc. with Susan Butler

Cover art for Leadership Caffeine PodcastOne of the many pleasures of this podcast project is the opportunity it affords to connect with remarkable people. While Susan Butler’s excellent book, Become the CEO of You, Inc., offers great insight, wisdom and career guidance for all of us (with an emphasis on aspiring female executives), it is her fascinating, trailblazing biography that serves as true inspiration.

Susan ties in some priceless career guidance with her story as the rise to become the first female partner of Accenture.

The book, CEO of You, Inc., is framed around a four-part process for managing your career:

  1. You are the CEO of You, Inc.
  2. Create the Vision for You, Inc.
  3. Build Your Team
  4. Develop Your Plan

And it offers proven and practical guidance for “Navigating the Journey.” Susan’s input on taking ownership of your career, developing and acting on your vision and seeking help along the way in the form of feedback, journaling, establishing your own Board of Advisors and many others, are particularly important for all of us in this challenging world today.

While she’s moved forward from her days serving clients and developing young professionals at Accenture, Susan has adopted a bit loftier goal, “to change the world.” As the founder of the Institute for the Development of Women Leaders and an active educator, speaker and coach, she’s well on her way to doing just that!

Enjoy learning more about this inspirational human and remarkable role model and in particular, enjoy learning from Susan Butler. It was my pleasure to connect with Susan. Enjoy the interview!

(You can learn more about Susan and contact her, by visiting her website at www.sbbinstitute.org)

Don’t miss the next Leadership Caffeine-Newsletter! Register here.

For more ideas on professional development-one sound bite at a time, check our Art’s latest book: Leadership Caffeine-Ideas to Energize Your Professional Development

Download a free excerpt of Leadership Caffeine (the book) at Art’s facebook page.

New to leading or responsible for first time leader’s on your team? Subscribe to Art’ New Leader’s e-News.

An ideal book for anyone starting our in leadership: Practical Lessons in Leadership by Art Petty and Rich Petro.

Need help with Feedback? Art’s new online program: Learning to Master Feedback $59


Leadership Caffeine™ Podcast-J. Keith Murnighan on Do Nothing!

Cover art for Leadership Caffeine PodcastI confessed to J. Keith Murnighan, Northwestern (Kellogg School of Management) Professor and author of the new book, Do Nothing! How to Stop Overmanaging and Become a Great Leader, that the title had me just a little bit worried. I learned once I began turning the pages, that this was an unfounded fear. There’s nothing trite here as a title of “Do Nothing!” might suggest.

Keith offers up some fascinating and occasionally counter-intuitive (and research backed) ideas in Do Nothing! on how we can improve our effectiveness as leaders.

Reading the book was like spending a few days in a Kellogg School of Management Executive Education program. You’re exposed to some of the sharpest minds in management offering up research-backed ideas and approaches that are immediately actionable. You leave the program inspired, motivated and a little out of breath, and Keith achieves this same effect in Do Nothing!

In addition to guidance on what effective leaders should be doing (hint: it’s not their old jobs!), to his guidance on giving trust to get it, setting high expectations instead of testing people, and his “Leadership Law” there’s interesting, actionable advice in every chapter.

And while the chapters titled, “Ignore Performance Goals,” and “De-emphasize Profits” might sound like heresy for a Kellogg Professor, you can be certain that Keith has some great guidance here as well.

The final chapter, “Unnatural Leaders” is worth twice the price of admission, and offers profiles of 7 leaders who have been successful and who in Keith’s view, both exemplify the principles in the book and, do things differently than most. 

Bob Sutton, author of “Good Boss, Bad Boss” and “The No Asshole Rule,” offers up high praise with his jacket quote that the book is, “Among the most imaginative, fun and useful leadership books ever published. It delivers on all 3 counts: fun, useful and imaginative! It’s a great addition for your leadership library.

You can check out Keith Murnighan’s blog at http://keithmurnighan.wordpress.com/