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
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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.
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