What Makes an Effective Sales Manager? | 3 Questions with Walter Crosby

<p>What makes a sales manager effective, what does great coaching look like, and why does growth in sales often require getting uncomfortable?</p><p>Walter Crosby joins Paul Fuller for 3 Questions from The Art &amp; Science of Complex Sales to share his perspective on sales leadership, coaching, and mental toughness.</p><p>Walter explains why managers should focus on being respected rather than liked, what he learned from two influential sales coaches, and why strong feedback can help salespeople improve.</p><p>The conversation also explores why the results we want are often on the other side of the uncomfortable calls, questions, and conversations we would rather avoid.</p><p><strong>In this episode, you'll learn:</strong></p><p>00:00 Introduction<br />03:18 Should sales managers try to be liked?<br />05:00 Walter's best sales coaches<br />06:54 Why difficult feedback matters<br />08:42 Timeless sales advice: Be like a bison<br />09:51 Getting comfortable being uncomfortable</p><p><br /></p><p>-</p><p><strong>About Walter Crosby:</strong></p><p>Walter Crosby is an award-winning sales development expert, author, sales coach, and speaker. He is driven to help entrepreneurs solve problems in their sales organizations and grow revenue.</p>