The Sales Management. Simplified. Podcast with Mike Weinberg

A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business

Nov 25, 2024

Discover the 'Buckets of Blame' framework to uncover obstacles hindering sales teams from generating new business. Explore the alarming fact that 86% of sales managers lack formal training, and learn why it’s vital to address this gap. Delve into cultural and management factors affecting performance, along with the importance of tailored training. Gain insights on proactive recruitment strategies to attract top talent, ensuring your team is set for success. Plus, hear about the power of individual business plans for salespeople.

31:13

Creator website

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Creating a high-performance sales culture requires leaders to foster accountability and focus while managing distractions effectively.

Proper training and support for sales managers are essential, as many lack the necessary preparation to transition from individual contributor to leader.

Deep dives

Creating a Winning Sales Culture

Developing a healthy, high-performance sales culture is crucial for sales leaders. This involves fostering an environment where accountability, focus, and effort are emphasized, thus aligning team activities with achieving sales goals. The podcast discusses the importance of having dedicated time for sales activities, urging leaders to encourage self-discipline among team members in order to drive results. Acknowledging distractions and managing time effectively can create a culture that prioritizes revenue generation.

Intro

4min

Understanding the Gaps in Sales Team Performance

4min

Addressing Sales Management Training Gaps and Exclusive Coaching Offers

2min

Understanding Sales Challenges: Five Buckets of Blame

17min

Unlocking A Player Recruitment: Insights and Strategies

5min

Episode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level.

During the conversation, Mike shared his simple “Buckets of Blame” framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be preventing their sales team from bringing in new business at the desired rate – and to estimate the percentage of “blame” to attribute to each of the five buckets.

Take a listen to see which of these buckets might be preventing you (or your team) from winning MORE NEW SALES.

Mike wraps up the episode with a reminder to sales leaders about the power and value from having salespeople draft individual business plans for the coming year and points you to several valuable resources to help with that initiative.

RESOURCES MENTIONED IN THIS EPISODE: The Sales Management. Simplified. Video Coaching Series Special Offer and Course Contents February 19, 2025 Supercharge Your Sales Leadership Event Matt Ferguson 86% Statistic in Episode 83 The First-Time Manager: Sales (Launch Episode) 9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans (Episode) Why Salespeople Should Write and Present Individual Business Plans (Article) New Sales. Simplified. (book) Sales Management. Simplified. (book) ___________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

Get the Snipd
podcast app

Unlock the knowledge in podcasts with the podcast player of the future.

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode

Save any
moment

Hear something you like? Tap your headphones to save it with AI-generated key takeaways

Share
& Export