The Sales Management. Simplified. Podcast with Mike Weinberg
Mike Tackles 8 Tough Questions from a Sales Team
Jan 30, 2024
In this episode, Mike answers eight great questions from a sales team, including when to move on to the next opportunity and how to make training stick. He also discusses the benefits of using a business plan, developing a better sales culture, and going 'upmarket.' Additionally, he shares tips on handing off deals and reveals the number one sales sin.
38:11
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Quick takeaways
- Addressing underperformance within a sales team is crucial for maintaining a positive sales culture and achieving strong results.
- Incorporating sales training into team meetings and coaching sessions, while sharing success stories, helps ensure the training sticks and is adopted by the sales team.
Deep dives
Identifying and Addressing Underperformance
One of the main ideas discussed in the podcast episode is the importance of identifying and addressing underperformance within a sales team. Mike emphasizes that failing to address underperformance is detrimental to both the sales culture and the overall results. He highlights the need for sales managers to have regular conversations with their team members, reviewing their performance against set goals and holding them accountable. By addressing underperformance early on, sales leaders can prevent negative effects on the team and create a culture of continuous improvement.
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