Spotify
Apple PodcastsHands-on sales leadership
Paul discusses leading a team while taking on important work personally.
Road2Retail podcast
Paul Kenny discusses the importance of the Sales function at an emerging brand
Paul Kenny explains the role of sales leadership in an emerging brand. He discusses taking a hands-on approach, matching people to accounts and using evidence in the brand story, while sharing his five Sales Accelerators for improving how a selling organization works.
Guest
Paul KennyOperating PartnerStride Consumer Partners
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Watch on YouTubeAbout this episode
Paul Kenny, Operating Partner at Stride Consumer Partners, discusses leading sales in an emerging brand. He describes the need to manage a team while also handling difficult tasks personally. The conversation draws on his experience building CPG brands and includes the five Sales Accelerators he uses to discuss sales performance.
Paul considers how to match a salesperson's experience with the account, region or type of trade they serve. He also discusses giving retailers confidence that a brand's story is supported by facts and an understanding of the category's direction. The episode includes a personal example of persistence involving Patriots season tickets.
Topics covered
Sales Accelerators
The episode introduces Paul's five-part approach to sales performance.
Matching talent to accounts
The conversation covers fit between salespeople and their accounts, regions or classes of trade.
Evidence for retailers
Paul discusses supporting a brand story with facts and category understanding.
Introductions to Industry Experts
Connect with trusted suppliers across the CPG industry.