Greg Gladman is the Managing Director of Sales Leadership and Performance (SLP), with offices in Australia and the USA, specialising in building high-performing sales teams through training, coaching, and recruitment. His company uses comprehensive, data-driven sales assessments, which have evaluated nearly 2.8 million salespeople across almost 34,000 companies.

Greg Gladman discusses the importance of data-driven sales assessments to identify hidden weaknesses in salespeople. He stresses the risks of promoting top salespeople into management roles without the necessary skills. Greg advises business owners to avoid wearing the sales manager hat themselves, recommending a dedicated manager for teams of five or more. 

Takeaways

• Sales assessments provide data-driven insights into a salesperson’s potential and weaknesses.
• Hidden weaknesses, such as the need to be liked or money weakness, impact performance.
• Salespeople uncomfortable discussing price or budget can struggle to close deals.
• Sales managers should focus on coaching and accountability, not selling.
• Promoting top salespeople to management can be counterproductive.
• Sales managers need to balance accountability, coaching, and support.
• Coachable salespeople who put in effort are worth investing in for long-term growth.
• Sustainable growth comes from attracting the right clients and focusing on long-term value.
• A structured sales process is key to converting prospects successfully without rushing to close.

Follow Greg Gladman
https://www.saleslp.com/
https://www.linkedin.com/in/greggladmanslp/

Books on this episode
Baseline Selling by Dave Kurlan https://amzn.to/4dFlpba

Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners 

Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/ 

Books – Learn more about our books https://evolutionpartners.com.au/books/ 
Made to Thrive: The practical, prescriptive guide on how to be a great CEO 
Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. 
Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.

Follow me:
on https://au.linkedin.com/in/bradleygiles 
on https://twitter.com/Evolution_Perth

Enjoying the show? Leave a review