Diego Palacios, VP of Building Automation National Sales at Harris Company, shares his proven approach to building and leading high-performing sales teams. In this episode, Diego reveals the critical difference between sales managers and sales leaders, and why understanding your team as individuals is the key to unlocking their potential.
Key Topics Covered:
• The balance between "book smart" (technical expertise) and "street smart" (relationship building)
• How to develop hunger and competitive mindset in your sales team
• Why authenticity beats perfection in sales conversations
• Leading vs managing: The Phil Jackson approach to sales leadership
• Strategies for coaching teams with mixed experience levels (veterans and new hires)
• The importance of staying relevant with customers
• How to avoid the email trap and focus on relationship-building activities
Best for: Sales leaders, sales managers, VPs of Sales, anyone managing technical sales teams or looking to elevate their leadership approach.
🎙️ About Sales Elevation Podcast
Hosted by Ed Kerr, Sales Elevation features conversations with top sales leaders sharing actionable strategies to elevate sales performance.
Timestamps:
0:00 - Introduction
2:30 - About Harris Company
5:45 - Book Smart vs Street Smart
12:20 - Building the right team mix
18:15 - Sales methodology and authenticity
28:40 - Sales manager vs sales leader
35:20 - Advice for new sales leaders
SalesLeadership #SalesManagement #B2BSales #SalesTraining #LeadershipDevelopment