The Sales Management. Simplified. Podcast with Mike Weinberg 2 Sales Management Tips and Why Southwest Airlines Should Take the Heart off Their Airplanes
May 14, 2025
The podcast dives into two crucial sales management takeaways from a recent training in Las Vegas. It discusses the importance of keeping sales teams focused on revenue by eliminating distractions. A passionate critique of Southwest Airlines reveals a worrying trend away from their core values, impacting customer trust. The host emphasizes the need for emotional connections in both sales teams and client relationships, urging leaders to nurture these bonds for success.
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Right People, Right Sales Roles
- Make sure your salespeople fit their roles as hunters or zookeepers properly.
- Avoid placing relational, service-focused reps in hunting roles that require aggressive new business development.
Protect Sales Time From Distractions
- Avoid letting sales reps get pulled into non-sales activities like operations support.
- Protect selling time to improve pipeline and new business creation effectiveness.
Mike's Passionate Southwest Story
- Mike Weinberg was once featured as a customer in Southwest Airlines' magazine.
- He personally advocated for and benefited from their sales-friendly policies and culture.
