The Sales Management. Simplified. Podcast with Mike Weinberg

8 Sales Management Takeaways from the Past Year and 3 Focus Areas to Drive More New Sales in 2025

Dec 31, 2024

Discover vital insights into the evolving role of sales managers and the challenges faced by new salespeople in a post-pandemic world. Learn how economic headwinds have exposed gaps in creating demand, emphasizing the need for effective prospecting. Mike discusses the importance of breaks for mental health and the value of coaching in the sales environment. Wrap up with a personal reflection on life’s blessings and the power of gratitude, set against the backdrop of beautiful hikes and transformative travels.

01:04:07

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Quick takeaways

Sales managers are increasingly overlooked by C-suite executives, resulting in inefficiencies that hinder sales performance and management accountability.

The shift to remote work has negatively impacted the career development of new salespeople, limiting their exposure to seasoned professionals and crucial coaching opportunities.

To drive new sales in 2025, sales teams must focus on strategic targeting, effective messaging, and maximizing time spent on selling activities.

Deep dives

The Importance of Taking Breaks

Taking breaks is essential for maintaining mental and emotional health, particularly in high-pressure sales environments. The speaker shares personal experiences, highlighting how a significant sabbatical and a vacation in Portugal were rejuvenating and boosted productivity upon return. Leaders and salespeople often neglect the need for downtime, mistakenly believing they must always be available, as if their absence could cause major disruptions in their business. Emphasizing that a well-rested leader correlates with a more energized and effective sales team, the speaker encourages prioritizing time off to achieve long-term success.

Intro

8min

The Essential Role of Breaks and Sales Management in Today's Complex Environment

27min

Resurgence of Sales Fundamentals: Targeting, Messaging, and Maximizing Time

14min

A Journey of Gratitude and Reflection on Life's Blessings

4min

Reflections on Ireland and Personal Growth

10min

Episode 86 is packed with several of Mike’s biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including…

C-Suite and corporate executives who’ve completely lost sight of the sales manager’s primary job
How the “slowdown” and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived “fulfilling demand” when business was dropped in their laps) lack the propensity and ability to “create demand” and new opportunities in the pipeline
The unpopular reality that the past five years of working virtually has taken its toll on the career development of sellers – particularly new salespeople whose careers started during Covid and who’ve never benefitted from working alongside more experienced sales professionals

Mike then offers an exhortation for sales leaders to radically focus in three simple, specific areas to drive more NEW SALES in the year ahead.

Finally, Mike wraps up inviting listeners who are interested to stay for “the episode after the episode” where he shares his gratefulness and personal reflections on a record year.

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RESOURCES MENTIONED IN THIS EPISODE:

The First-Time Manager: Sales

February 19th Supercharge Your Sales Leadership Full-Day Intensive

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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