In this episode of Leadership that Sells, I’m joined by Philip Atkinson — team coach, agile expert, and author of Be Wise: 12 Leadership Lessons from a Busy Beehive. Philip brings decades of global commercial leadership experience and distils it into practical, real-world guidance for sales leaders who want to lead smarter, not just harder.

We dig into the surprising (and powerful) leadership lessons we can learn from bees — from how they make decisions, to how they structure teams, to how they know when to let go. If you’ve ever felt like your team is buzzing with activity but going nowhere, this episode is for you. We talk coaching, team dynamics, seasons of performance, and how to create true alignment in chaotic, high-pressure environments.

How to lead like a beehive: collaboration, clarity and cycles

Ask better questions and listen more – Great coaching starts with curiosity, not control.

Shift from competition to collaboration – Sales teams should compete outside, not inside. Internal competition kills culture.

Recognise roles evolve – Like bees, great teams change roles as they grow. Salespeople need progression, not just promotion.

Know the season – Performance has cycles. Growth, rest and renewal all matter. Don’t expect summer results in winter.

Decide like a hive – Gather intel, build consensus, commit. Don’t waste time on the wrong decisions with the wrong people.

Communicate clearly – Bees deliver messages in the dark, in the noise. You have no excuse. Say less, mean more.

Timeline summary

[02:03] – Why Philip brought 12 guest experts into his book (and why leaders shouldn’t go it alone)
[03:05] – The “aha” moment that made beekeeping a leadership metaphor
[05:25] – The first thing every sales leader should do? Learn to coach by asking better questions
[06:13] – Why most sales teams aren’t really teams — and what to do about it
[09:30] – What bees teach us about career development and role evolution
[14:32] – Understanding energy cycles: why you need to plan for endings, not just beginnings
[17:38] – The “murder of the drones” – a dramatic lesson in adapting your skills before you’re obsolete
[19:22] – How bees make life-or-death decisions as a team (and how your team can do the same)
[24:00] – The biggest benefit of collaboration? Thinking harder before doing more
[25:15] – What the hive would say if it could talk: communicate clearly, act consciously

Links & resources
🌐 Learn more about Philip Atkinson

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