Bruce Kopkin is Sales Director, North American Entitlements & Reinstatements for IBM and a sales leader genuinely dedicated to continuous learning. If variety is important for success, Bruce has it nailed. He combines his responsibility of managing a continent-wide sales team, with leading a sales management association and still finds time to play in an “old guy’s” baseball league.
A few of the topics we discussed:
- The importance of process for successful sales leadership
- Why sometimes it makes sense to s-l-o-w t-h-i-n-g-s d-o-w-n
- When to break the process
- Continuous process improvement
- Learning (Never stop!)
After soaking in the episode, take a look at what the Executive Sales & Marketing Association is all about. If you’re in metro Atlanta, come to a meeting. If not, think about replicating what this does.