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In this episode, I enjoyed a terrific conversation with Paul Morton, a UK-based leadership expert with a distinctly Scottish flair. The conversation embarks on a remarkable journey, from Paul’s transition from Scotland to England, to his development in sales and leadership. With warm humor and rich insights, this episode explores the dynamics of effective leadership and sales management, challenging the conventional playbooks of sales teams by proposing a fresh approach to team dynamics and development. Paul introduces the innovative framework of Clarity, Identity, and Autonomy (CIA), tailored to improve performance by redefining manager-rep dynamics. The conversation navigates through pressing challenges faced by sales leaders, underscoring the critical shift needed to move from conventional competition to true coaching, fostering individual growth within sales teams. This episode is packed with key insights such as using AI as a collaborative tool within sales, the future of sales leadership, and the transformative potential of adopting an apprenticeship model in the post-AI era. Lead first, sell more. It really is the secret sauce of sales leadership.
To connect with Paul, to learn more about what he does, including plugging into his podcast “Leadership That Sells”, go to:
LinkedIn – https://www.linkedin.com/in/paulwmorton/
Website – https://practical-leadership.academy/
Leadership That Sells Podcast – https://podcasts.apple.com/au/podcast/leadership-that-sells/id1642528911
