The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

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If You Don't Train Your Sales Leaders, You Can't Blame Them: Alan Versteeg

Mar 22, 2024

28:18

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Episode notes

Alan Versteeg discusses the importance of training sales managers and the challenges they face in transitioning from salesperson to manager. He emphasizes the need for nurturing healthy pipeline, dealing with prima donna salespeople, and building a sales bench.

Alan also highlights the importance of changing mindsets in sales and the role of coaching in sales management. He stresses the need for sales managers to unlock the potential of their teams and the importance of selling with a noble purpose.

Alan concludes by emphasizing the need for investment in sales managers and their role in driving behavior change in sales.

Takeaways

Sales managers need training to effectively transition from salesperson to manager.
Nurturing a healthy pipeline and dealing with prima donna salespeople are key challenges for sales managers.
Building a sales bench and recruiting top talent are crucial for sales teams.
Changing mindsets and perceptions of salespeople is essential for success.
Effective coaching and behavior change are vital in sales management.

Chapters

00:00 Introductions

00:46 The Need for Sales Manager Training

03:23 The Importance of Nurturing Healthy Pipeline

04:17 Dealing with Prima Donna Salespeople

05:16 The Role of Culture in Sales Teams

06:22 Building a Sales Bench

07:48 The Role of Sales Managers in Recruiting

09:05 Dealing with Low Performers

10:03 Changing Mindsets in Sales

12:13 The Importance of Coaching in Sales Management

14:03 Changing the Perception of Salespeople

16:08 The Role of Sales Managers in Unlocking Potential

18:49 The Need for Effective Coaching in Sales Management

20:02 The Challenges of Sales Management

22:20 Investing in Sales Managers

24:09 The Need for Sales Management Development

25:22 The Importance of Behavior Change in Sales

26:38 The Role of Sales Managers in Coaching

28:09 The Importance of Sales Manager Involvement in Training

29:18 Conclusion

https://www.thesaleswhisperer.com/p/alan-versteeg-sales-leader-training

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