It’s time to stop chasing metrics and actually lead a sales team that performs.
Daniel sits down with sales coach, speaker, and author Mike Weinberg to talk about what effective sales management really looks like.
Mike shares a clear framework for accountability, why coaching is non-negotiable, and how managers can shift out of reactive mode and into leading high-performing teams.
They discuss the issues caused by poor leadership from the top, the challenges of post-COVID sales, and how to fix broken sales cultures.
This episode is packed with practical advice for any sales leaders.
Timestamps
00:00 Introduction to Mike Weinberg
02:57 Why baseball is the perfect sales analogy
04:57 Are you managing sales or just updating a CRM?
08:04 When Mike realised that sales is much more than just closing a deal
13:19 A 3-part framework for sales accountability
23:04 Why great sellers often fail as managers
26:22 The difference between managing and doing
29:36 Post-COVID sales and mastering the fundamentals
35:05 Where AI helps (and hurts) in sales management
39:13 The biggest change Mike has noticed in readers of his books
44:29 Who sales leaders should be listening to
46:37 How to prevent burnout as a sales manager
50:01 Balancing empathy and results focus
52:09 The 1% shift for growth
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