In this conversation, Hannah Romell, known as "Hannah the Hunter," shares her impressive achievement of surpassing sales goals with 167% of her quota. She attributes her success to transformative sales training that shifted her perception of sales as a noble profession. Topics include the importance of assertiveness, how she restructured her sales approach for better effectiveness, and her focus on vital sales actions: Create, Advance, and Close. Hannah's journey is an inspiring testament to the power of mindset and supportive management in sales.

Greg Stanley, a sales compensation expert from Accelerant Consultants, shares his insights on aligning sales compensation with company strategy. He emphasizes the need for compensation plans that reflect revenue contribution, not just attribution. Stanley discusses the importance of tailored compensation structures to motivate different sales roles and drive performance. He also addresses common pitfalls in compensation changes and the significance of involving salespeople in these discussions to maintain trust and morale. Tune in for practical tips on optimizing sales management effectiveness.

The discussion kicks off with the importance of focusing on goal-oriented activities, with a strong push for time-blocking to enhance productivity. Listeners learn about 'Time Draculas'—those non-revenue tasks that drain energy and distract salespeople from closing deals. The conversation emphasizes the three key actions: Create, Advance, and Close. A practical success story highlights how one salesperson reclaimed valuable time and boosted sales by tackling a major Time Dracula. Strategies for effective time management among sales leaders are also discussed.

Discover vital insights into the evolving role of sales managers and the challenges faced by new salespeople in a post-pandemic world. Learn how economic headwinds have exposed gaps in creating demand, emphasizing the need for effective prospecting. Mike discusses the importance of breaks for mental health and the value of coaching in the sales environment. Wrap up with a personal reflection on life’s blessings and the power of gratitude, set against the backdrop of beautiful hikes and transformative travels.

Episode 85 features a unique conversation between Mike and his friend, Greg Stanley, who specializes in helping small and medium-sized companies unlock growth potential by optimizing their revenue function and increasing valuation. Greg founded Accelerant Consultants after a long, successful stint at one of the Big 4 firms.  This dialogue touches on foundational sales management topics including getting the right people in the right jobs, ensuring that the sales deployment model aligns with the corporate strategy, and that the compensation plan supports (instead of hinders) the c-suite’s strategic objectives.  Greg also shares how private equity firms are moving downstream and adding much smaller businesses to their portfolios is changing the competitive landscape and forcing small company leaders to become more sophisticated sales managers. And finally, he makes the strong pitch that management should be taking a hard look at a salesperson’s  “revenue contribution” rather than simply looking at “revenue attribution.” RESOURCES MENTIONED IN THIS EPISODE: Accelerant Consultants Greg on LinkedIn _________________________________ 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

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.

Mike is joined by sales management expert and coach (former golf pro and top-ranked salesperson), Matt Ferguson for a wide-ranging conversation covering…. The fact that almost every sales manager they know feels overwhelmed, overworked, under-appreciated and under-supported Almost 90% of sales leaders say they received ZERO training for their current role Why the transition from top-producing individual contributor into sales manager is so difficult How the phrase “you are who you hang out with” is not just wise advice for picking your friends, but also applies to salespeople targeting the right accounts to pursue for new business The importance of smart talent management and danger of managers constantly living in what Matt refers to as “The Mess”  RESOURCES MENTIONED IN THIS EPISODE: The current PROMOTION on the Sales Management. Simplified. Video Coaching Series Connect with Matt Ferguson - https://www.linkedin.com/in/mdfcoaching/ __________________________________ 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

This episode was inspired by a session Mike facilitated last week at a client’s award trip gathering where he challenged these “Pacesetters” by sharing… 5 Powerful Ways The Best Get Better.  Mike recorded this episode believing it would not only benefit sales leaders but their teams as well, particularly those sellers looking to take their game to the next level and become perennial top producers. As you listen, be encouraged that there is no secret sauce or shortcut to staying on top or breaking through to even higher levels of performance. As Mike so powerfully points out, those who continue to improve and remain at the very top of the sales ranking don’t do that with tricks or hacks. They continue to dominate because they double down on the proven foundational fundamentals that always lead to success.  RESOURCES MENTIONED IN THIS EPISODE: Who Is On Your Team Podcast Episode New Sales. Simplified.: The Essential Handbook for Prospecting & New Business Development Be on the lookout for our The Sales Management. Simplified. Video Coaching Series annual special. If you’re looking to provide access for multiple managers, contact us for special pricing and packages. Email us at contact@mikeweinberg.com _______________________________ 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

Discover how to navigate tough market conditions with a targeted sales blitz. Unpack the essential elements of a successful campaign, including selecting the right targets and crafting effective outreach strategies. Learn the importance of teamwork and creative communication in driving sales. Hear a compelling case study that showcases tailored messaging's impact on attracting clients. Plus, find out about an exclusive event aimed at boosting sales leadership skills.

In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current “State of Sales” and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike declares in the foreword to Larry’s new book (with that title), it is very rare when a literary work is so perfectly timed to address a situation that is both urgent and critically important.  We are indeed living (and attempting to sell) in a post-trust world. Everywhere you turn there is deep skepticism – and unfortunately, it’s deserved. Truly, this is the issue of the day. Artificial intelligence. Deep fakes. Spam. Bots. Add to that the horrendous, annoying, trust-busting approaches causing sellers to come across as the self-absorbed, transactional, uncaring and unprofessional salespeople Larry unapologetically labels as Empty Suits. Listen in as Larry and Mike address topics you haven’t heard tackled on this show before. This is one of those episodes you’ll likely want to pass along to your sales team! RESOURCES MENTIONED IN THE EPISODE: https://sellinginaposttrustworld.com/ Text the word Trust to 21000 ____________________________________ 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