Stepping into sales leadership is equal parts exhilarating and disorienting. In this episode, hosts Kevin Lawson and Sean O'Shaughnessey unpack the real emotions, real transitions, and real responsibilities that come with moving from individual sales producer to leading a revenue team. With candid stories, practical frameworks, and relatable missteps, they help new sales leaders navigate uncertainty with confidence. If you've just stepped into a new role or aspire to, this conversation offers clarity, direction, and the mindset you need for sales success. Key Topics Discussed 1. The Shock and Reality of Promotion (≈00:50) Why moving from top producer to sales leader feels like an entirely different profession, and why the first days matter. 2. Avoiding the "I Know How to Do Your Job Better" Trap (≈01:40) Kevin shares a painful early mistake and the deeper lesson about sales management, humility, and trust-building. 3. Transition Planning: Urgency vs. Importance (≈02:57) How to use the Eisenhower Matrix to balance existing customers, new responsibilities, and the shift into leadership. 4. Using Your Sales Skills to Lead Your Team (≈07:30) Sean's powerful reminder: Treat your salespeople like your customers, sell ideas, build trust, and guide behaviors. 5. Leading from the Front Without Micromanaging (≈09:51) How to allow different working styles, leverage diverse strengths, and build a team culture focused on revenue generation rather than personal heroics. 6. Building a Winning Culture Where Everyone Rises Together (≈11:28) Kevin outlines why leaders must protect culture, reduce tension, and rally the team around shared goals and value-selling behaviors. Key Quotes Kevin Lawson "You should probably not tell everyone how you would do their job." (≈01:40) A candid reminder that leadership isn't an invitation to dictate; it's an opportunity to understand and elevate. "Anybody with an abundance mindset wants you to win. Go find the resources." (≈04:38) A call for continuous learning and connection, hallmarks of modern sales strategies. Sean O'Shaughnessey "Think of the people who report to you as your customer. Don't tell, show. Don't pitch, engender trust." (≈07:30) A profound reframing of sales processes and leadership communication. "From this point forward, it is not your number anymore. It is our number." (≈10:47) A defining mindset shift for every new sales leader stepping into revenue management. Additional Resources Book Referenced: 360° Leader by John Maxwell (≈11:28) Insightful guidance for leading from any position inside an organization. https://a.co/d/iDb6uvc Community Mentioned: B2B Sales Lab (≈14:24) A private membership community for salespeople and leaders seeking peer-driven support, growth, and shared best practices. b2b-sales-lab.com A Significant Actionable Item from This Podcast Create a 30-day leadership transition plan using the Eisenhower Matrix. Before making changes, schedule one-on-one conversations, prioritize responsibilities, and map urgent vs. important tasks. This prioritization will give you the clarity to shift from producer to leader without burning out or dragging customers along with the chaos. This single step dramatically strengthens your early decision-making and establishes credibility with your team and executive leaders. Summary This episode is an essential guide for anyone stepping into a new sales leadership position or supporting someone who is. Sean and Kevin blend humor, honesty, and practical business acumen to help you avoid the biggest early mistakes and lean into the strengths that earned your promotion in the first place. You'll walk away with strategies to lead from the front, build trust, elevate your team, and create a culture of sales success, messaging clarity, and growth-focused revenue generation. If you're ready to lead well and win together, don't miss this conversation. B2B Sales Lab is a private, member-led community for sales professionals who want actionable insights, not theory. It's a space to ask real questions, share proven practices, and connect with others who are serious about improving revenue performance. Designed and led by veteran sales leaders, the Lab is where strategy meets execution. Join us at b2b-sales-lab.com You can reach out to Sean at New Sales Expert, LLC - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/ You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/ You can book time on Kevin's calendar at https://lighthousesalesadvisors.pipedrive.com/scheduler/JP7rZXH3/virtual-meeting-booking-time-with-kevin You can book time on Sean's calendar at http://newsales.expert/sean-oshaughnessey-calendar/
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18 min