The Sales Management. Simplified. Podcast with Mike Weinberg

What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling

May 16, 2024

In this episode, learn about the importance of focusing on primary job roles in sales, overcoming capacity concerns, and the difference between 'hunters' and 'zookeepers' in sales talent management. Explore the challenges faced by salespeople who prioritize customer service over revenue growth, and discover effective sales leadership strategies to maintain high sales momentum and address underperformance promptly.

34:45

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Quick takeaways

Sales teams must prioritize revenue generation over operational distractions for sustainable growth.

Balanced sales team composition ensures alignment of roles with individual strengths for optimal performance.

Deep dives

Sales Leadership Focus

Sales leadership emphasizes the importance of sales teams concentrating on their primary job of generating new business and filling the sales pipeline. The podcast highlights the concept of keeping momentum in sales by consistently focusing on proactive selling and creating new opportunities, steering clear of unnecessary distractions like managing operations. The discussion underscores the significance of salespeople maintaining a laser focus on new revenue generation to drive business growth.

Introduction

5min

Challenging Sales Capacity Advice and Mentor's Wisdom

6min

Effective Sales Leadership Focus

12min

Balancing Sales Responsibilities and Operational Support

4min

Sales Leadership Development Program

8min

This thesis of Episode 73 is that the world works much better (particularly in sales) when everyone focuses on, and worries about, their primary job! This episode was prompted by stimulating conversations in two recent sales leadership sessions.

First, at the VIP Q&A during Day 2 of the recent Supercharge Your Sales Leadership event, an operation-minded CEO asked Mike to elaborate on a bold (and controversial?) statement made in response to a manager asking how to keep salespeople selling when they’re worried about outselling capacity and overloading the operations/production/delivery people.

The second conversation (while kicking off a six-month manager cohort) revolved around what Mike refers to as “Smart Sales Talent Management,” and the importance of getting the right people in the right roles. The managers were describing the differences between sellers with hunter DNA compared to those wired more like zookeepers who love to nurture relationships, put out customer service fires, and jump in to help out with delivery and operations.

In both cases, Mike quoted the strong, direct words that his sales management mentor regularly used to remind salespeople to focus on Job #1 – driving revenue!

RESOURCES FROM THIS EPISODE:

Episode 72 – Who’s on Your Team?

Episode 57 – The #1 Reason Your Sales Team Is Not Bringing in More New Business

Sales Management Foundations Virtual Workshop Series –

Download the PDF info document
Read more or register HERE

Supercharge Your Sales Leadership October Session at The Porsche Experience Center in Atlanta. More info at mikeweinberg.com/events. Join Mike on October 8 for the full-day intensive or October 8 & 9 for the VIP experience!

______________________________________

This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

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