The Sales Management. Simplified. Podcast with Mike Weinberg

Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks]

Dec 27, 2023

Mike Weinberg concludes the year with an episode featuring his trusted advisors: golf coach Brian Fogt and financial advisor Jacob Turner. They discuss the similarities between investors, golfers, salespeople, and sales leaders. They stress the importance of focusing on fundamentals instead of chasing quick fixes and shiny objects. Mike shares what he would focus on as a sales leader in 2024. Topics covered include the dangers of pessimism and gimmicks in sales and investing, understanding financial news agendas, and the value of boring fundamentals in investing and sales coaching.

59:11

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Episode guests

Jacob Turner

Brian Fogt

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Episode notes

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Quick takeaways

Sales leaders should focus on having the right people, a compensation plan that drives desired behaviors, a culture of accountability, and proactive coaching.

Salespeople should prioritize strategic targeting, continuously develop their skills, embrace accountability, and build strong relationships with prospects and customers.

Deep dives

Fundamentals for Sales Leaders

Sales leaders should ensure they have the right people in the job, a compensation plan that drives desired behaviors, strategic targeting for the team, a culture of accountability with regular one-on-one meetings, proactive developmental coaching, addressing underperformance promptly, focusing on hero-making instead of heroics, and connecting at a personal level with their team.

Introduction

5min

Revisiting Fundamentals for Success in 2024

17min

The Danger of Pessimism and Gimmicks in Sales and Investing

2min

Understanding Financial News Agendas and the Difference between Fundamental Investing and Gambling

3min

The Importance of Fundamentals in Sales and Investing

10min

Emphasizing the Value of Boring Fundamentals in Investing and Sales Coaching

5min

The Importance of Effective Prospecting and Sales Calls

17min

In this powerful episode, Mike puts the wrap on an amazing year. Episode 66 combines straight talk from two of Mike’s highly-rated, trusted advisors – his golf coach, Brian Fogt, and his financial advisor, Jacob Turner – along with his own Year-End/New Year’s Sales and Sales Management “Fundamentals Checklists.”

Enjoy listening to Mike interact with two true professionals – people he turns to (and pays) for advice! Be amused at the similarities between investors, golfers, salespeople, and sales leaders – most of whom suffer from FOMO, tend to bore easily, and are quick to chase sexy quick fixes and shiny new objects instead of doing the mundane work to shore-up the fundamentals.

And don’t miss Mike sharing exactly what he’d be focusing on right now if he was a sales leader looking to maximize results in 2024.

Thank you for your incredible support of the Sales Management. Simplified. Podcast in 2023.

As Mike concludes every episode, wishing you great sales leadership, and to your team, tons of NEW SALES in the year ahead!

RESOURCES MENTIONED IN THIS EPISODE:

The February 2024 Supercharge Your Sales Leadership event in Atlanta.

The Fastest Way to Increase Accountability, Reduce Complacency, and Create a High-performance Sales Culture guide (near the top on the right at mikeweinberg.com)

Chapter 20 in Sales Management. Simplified.

Chapters 3 and 8 in The First-Time Manager: Sales