Leading Through Change: How to Successfully Navigate Sales Pivots

Building Elite Sales Teams

Summary

Lucas Price chats with Tyler Kelly, President of Basis Technologies, about the challenges and strategies involved in transforming sales teams. With over two decades in the digital media industry, Tyler shares his journey from sales to leadership, emphasizing the crucial shift from selling to small markets to engaging with clients that have over $20 million in digital media spending. The conversation covers Kelly's approach to management, the importance of adapting sales strategies, and the differentiation between direct sales and agency sales teams. Key insights include the value of leadership by example, clear communication, focusing on a specific customer identification process, and the necessity of maintaining professional relationships for long-term success.

Take Aways

• When facing major strategic shifts, sales leaders must take the initiative to set an example for their teams to follow.
• Simply declaring a change in the approach is not sufficient; implementing and enforcing accountability is key to ensure the new strategy takes hold.
• Persistent and transparent communication, combined with instilling confidence in the team, is essential during transitions.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

Connect with Tyler Kelly: linkedin.com/in/tylerkellycentro

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