The Interview

Kluster's Take

Tom spoke with Bill Lupo, Vice President Transactional Sales at Blackhawk Network. He explains his unique approach to sales leadership.

Bill’s philosophy is to hire the right people and let them work. He brings in the right people and gives them the right environment. He puts guard rails and tools around them so that they can be successful. Bill is a firm believer that you need to manage by numbers. He manages both the qualitative and quantitative aspects. It's the people management and the numbers that allow you to really build and scale.

He gives the people the right tools, technology and equipment. As well as a transparent environment, where everyone can see everything that’s going on. This allows high performers to continue to reach new levels.

Bill think’s communicating data is sometimes complicated. He breaks things down into digestible pieces and creates visuals. He breaks things down to four or five data pieces. He then shares these across the organisation, getting a range of input.