In this episode of Supercharge Your Sales Velocity, Fergal speaks with Tony Cross, co-founder and CEO of Growth Matters International. With over a decade of experience training 1,000+ sales managers across 35 countries, Tony shares why top-performing salespeople can fail in management—and what they need to do differently to succeed.Tony breaks down the Assess, Accelerate, Align, Activate framework, explaining how sales managers can start leading with confidence.They talk about the key mindset shift that is needed when stepping into a sales management position, and he also explains the big difference between coaching and mentoring.He finishes the episode by sharing his insights on how to stop making excuses and start creating great daily habits that will set you apart from the other sales leaders.Timestamps:00:00 Introduction to Tony00:49 How Tony went from COBOL programming to sales leadership04:46 The Mission of Growth Matters International05:58 Challenges and Changes in Sales Management Over The Last 12 Years06:30 The Role of AI in Sales08:30 The Assess, Accelerate, Align, Activate Process11:39 The Importance of Coaching in Sales17:20 Balancing Sales Management and Individual Quotas22:28 Finding Time for 1:1 Coaching24:38 The Difference Between Coaching and Mentoring in Sales31:40 The Power of Mentorship33:56 The 5 AM Club and Not Making Excuses to Reach Your GoalsIf you got value from this conversation, please leave a rating and review on your listening platform!Connect with Tony:LinkedIn:Tony CrossWebsite:www.growthmattersintl.comConnect with Fergal:Website:www.sysvelocity.comContact:Get In TouchLinkedIn:Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’sKey Account Planning Workshops

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related