Qualification, Coaching, and Culture of Success: Interview With Mark Burton Brown

Art & Science of Complex Sales

Are you tired of the push and pull of sales? Then this episode will change your perspective. In an intriguing conversation with Mark Burton Brown from Engagement Partners, we redefine sales as a collaboration and problem-solving process.

Importance of Qualification & Disqualification in Sales (09:16)

Mark Burton, emphasizes the importance of both qualification and disqualification in business and sales. He shares how disqualification is even more critical than qualification based on his experiences and provides an example of a client who saved time by disqualifying certain leads. The subsequent conversation between Paul and Mark underscores the significance of disqualification in avoiding wasted time and the need to handle it with care.

Creating a Culture of Positive Learning (17:23)

In this conversation, Paul and Mark discuss the power of coaching through mistakes and how to create a safe environment for people to learn from their failures and "fail forward." Mark suggests that instead of focusing on what went wrong, it's more effective to concentrate on what went right. When a salesperson or manager achieves success, they should analyze what they did well and build on those strengths. Then, they should identify just one thing they could do differently in a similar situation in the future. This process helps boost confidence, reinforces the importance of following a process, and encourages continuous improvement in a positive way.

From Successful Salesperson to Effective Sales Manager (20:04)

Mark reflects on his journey from being a successful salesperson to a less effective sales manager. He was promoted into a management role due to his sales performance but lacked the skills to manage, lead, motivate, and coach his team effectively. About 12 years ago, he was introduced to the concepts of coaching, motivation, and accountability through the Objective Management Group. Since then, he has been on a journey to improve his coaching abilities and learn how to build healthier relationships with his team members. He mentions that a recent webinar highlighted the importance of trust, respect, and a healthier relationship between managers and salespeople in making the latter more coachable. Additionally, he has learned that putting the team's needs ahead of one's own can also lead to increased motivation and performance.