Preview Mode Links will not work in preview mode

Future-Proof Selling

Oct 19, 2020

I am joined by Tim Sleep and Sean Garvey of Odgers Berndtson, Australia’s fastest-growing retained Executive Search firm. Recently the company conducted a study where they asked 50 country, regional and global Managing Directors of Software and Services companies about their last six months’ experiences in Australia and New Zealand.


They collated their findings into a whitepaper titled Technology Sector MD Insights - The opportunities and challenges of the crisis. How is it affecting our business? 


A very pertinent topic for our discussion, and high value for all leaders, especially those in the technology sector.


Tim Sleep

Managing Director Aus & NZ - Odgers Berndtson


Specialises in the technology and professional services sectors, helping build exceptional Non Executive and executive leadership teams. Over 25 years’ experience in senior executive roles across retail, IT and professional services. 


Sean Garvey

Partner & Head of Technology Aus & NZ - Odgers Berndtson


Leads the execution of assignments at the Country leadership level for Software Vendors, and has worked extensively building executive leadership teams for System Integrators, Digital Platforms, and Telecommunications companies. Sean has over 20 Years’ experience in executive search, during which time he has worked for the largest multinational firms.

Key Points of This Discussion

  • The nature and scope of the technology sector study
  • The raw honest concerns of sales leaders and country MD’s 
  • How decision-making processes have changed, and who’s buying
  • How are teams managing their sales activity?
  • Balancing underperformers against underperformance
  • Mental health awareness becoming part of the weekly cadence
  • The extent of leader empathy towards their team 
  • Communication fatigue - even during lockdown 
  • Cracking the code of innovative new ideas
  • The benefits of executives being more available  
  • Is face to face really better than online? How teams are finessing the zoom world
  • Death of the hero leader
  • The qualities of an effective leader today 
  • Headcount versus productivity
  • Some of the best remote management ideas that were shared or observed during the survey

Learn more about Tim and Sean and download their whitepaper here.