The Sales Management. Simplified. Podcast with Mike Weinberg Biggest Takeaways from 10 Years Working to Increase Sales Management Effectiveness
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Dec 18, 2025 Tony Cross, an experienced sales management consultant, joins Mike to celebrate a decade of impactful sales strategies. They discuss why focusing on sales management is crucial for cultural growth. Highlights include the importance of mastering fundamentals and recognizing that people still drive success despite tech trends. Cross emphasizes the role of sales DNA in hiring and warns against neglecting leadership experience. They also explore the need for accountability through regular meetings, ensuring teams consistently thrive.
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Overwhelm Is The New Norm
- Sales management has never been more overwhelming due to channels, meetings, initiatives, and macro chaos.
- This overload distracts leaders from the two highest-leverage levers: accountability and coaching.
Double Down On Fundamentals
- Focus relentlessly on fundamentals: right people, accounts, messaging, meetings, calendar and pipeline ownership.
- Ignore fads and recommit to basic selling skills that consistently win new business.
People Still Trump Tools
- Tools including AI help, but people remain the primary differentiator in sales outcomes.
- Sales DNA and personal drive now matter more because tailwinds are gone and roles require true hunters.