Sales leadership is about more than driving results through your team – it’s about serving multiple customer groups. Beyond your direct team and their pipeline performance, your “customers” also include the company, directors, and other internal leaders. Each requires you to deliver measurable value, whether through coaching, proactive issue resolution, or fostering cross-departmental collaboration.

In-field coaching is vital, as it sharpens your ability to coach effectively. Additionally, engaging with top-tier customers personally can reinforce relationships and create new opportunities. By redefining service to stakeholders and modelling excellence, you can inspire cultural transformation, making 2025 your most impactful year yet as a sales leader.

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The Sales Doctor
The Next Level Sales Impact Online Program
The Sales Revolution Book

Gerard Higgins is the managing director of Higgins Coatings, Australia’s largest painting contractor, leading the company to success with 27 branches and 1500 painters nationwide. Having worked in every aspect of the business, from mixing paint to overseeing operations, Gerard has built a legacy centred on family values, balancing his professional achievements with a deep commitment to his wife, children, and grandchildren, and his passion for golf, red wine, and the peninsula lifestyle.

Gerard reflects on involving multiple generations in the business and the challenges of family dynamics. He shares insights from his Harvard experience and the importance of peer groups for growth. He stresses the need for open communication and understanding personal challenges affecting work.

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The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/

The Geraldton Fishermen’s Co-operative (GFC) exemplifies the cooperative model, focusing on community, sustainability, and long-term value. Rooted in cooperative principles, GFC strengthens local economies by employing people across Western Australia and fostering deep ties with small towns. Its sustainability initiatives, like achieving MSC certification, highlight its forward-thinking approach to preserving the fishing industry for future generations.

Michael May is the General Manager of Supply Chain Operations at GFC, where he has worked for eight years, though his connection to the co-op spans a lifetime due to his upbringing in a fishing family. He holds an MBA with a specialisation in business leadership and has extensive experience in the industry.

Despite challenges, such as shrinking industry size and reduced community cohesion, Michael says GFC prioritises integrity, community engagement, and aligning personal and organisational purpose. With a legacy spanning 75 years, GFC remains committed to supporting members, fostering trust, and sustaining a vital industry for generations to come.

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The Sales Doctor
https://thesalesdr.com.au/

The Sales Revolution Book:
https://thesalesdr.com.au/the-sales-revolution-book/