Sales Game Changers | Tips from Successful Sales Leaders

Revitalized Sales Coaching for Sustained Growth from Top South African Sales Expert Alan Versteeg

Oct 10, 2024

Alan Versteeg, Global Chief Revenue Officer at Growth Matters International, and James Hickman, Director of Sales at Altron Digital Business, dive deep into revitalizing sales coaching in South Africa. They discuss the importance of investing in sales management for sustainable growth and the shifting landscape due to hybrid work models. Versteeg emphasizes the necessity for salespeople to adopt a professional mindset, while Hickman highlights the critical role of actionable insights. Together, they advocate for effective coaching and sales forecasting as keys to organizational success.

32:20

Creator website

Episode guests

James Hickman

Alan Versteeg

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Sales coaching must shift from meeting quotas to personalized sessions, fostering sustainable success in sales teams.

Organizations need to prioritize the development of sales managers to ensure effective leadership and long-term team performance.

Deep dives

The State of Sales Coaching

Sales coaching is currently facing significant challenges, leading to a noted decline in its effectiveness within organizations. Many sales leaders acknowledge coaching as a critical factor for performance improvement, yet it often remains unaddressed in practice. There is a tendency for organizations to prioritize metrics and optics over meaningful impact, which undermines the true purpose of coaching. Industry experts stress that focusing on tailored, one-on-one coaching sessions, rather than merely meeting quotas, can drive sustainable success in sales teams.

Intro

2min

Investing in Sales Management for Growth

6min

Navigating Sales Management in Changing Times

13min

Enhancing Sales Forecasting and Coaching for Organizational Success

4min

The Two-Way Street of Sales Coaching

7min

This is episode 703.

Read the complete transcript on the Sales Game Changers Podcast website.

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Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!

Today’s show featured an interview with Alan Versteeg, Global Chief Revenue Officer, Growth Matters International and James Hickman, Director of Sales at Altron Digital Business.

JAMES’ TIP: “Take 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts you’ve listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how you’ve progressed along those actions. None of what’s been said on this podcast or any of the others is any value unless it’s implemented and actioned. That’s the only way to get results.”

ALAN’S TIP: “If you’re a salesperson, make it a profession. That mindset will change everything. If you’re a sales manager, realize you’re there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If you’re an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales.”

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