In this episode of NRG Insights, Marcus Nanson is joined by Andy Alvarez, National Intermediary Distribution Manager at Leeds Building Society, to discuss the realities of sales leadership in financial services.
Andy shares his insights on leading sales teams, the challenges of moving from a top sales performer to a leadership role, and how to build a strong company culture that resonates with modern salespeople.
With over 25 years in mortgages and specialist finance, Andy has seen how the industry’s expectations of leaders have changed. This episode explores how leadership styles need to evolve, how to manage diverse teams, and why the best salespeople don’t always make the best managers.
In this episode, we cover:

• How to transition from sales to leadership in financial services
• The difference between being a great salesperson and being a great leader
• What motivates sales teams in 2025 (it’s not just commission)
• How to build team culture in a hybrid/remote environment
• Why “safety of voice” is key to leadership success
• The importance of diversity and inclusion in financial services leadership
• How to lead with empathy while driving sales performance

Andy Alvarez is the National Intermediary Distribution Manager at Leeds Building Society, with 26 years of experience across mortgages, specialist lending, and broker engagement.

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