The Sales Management. Simplified. Podcast with Mike Weinberg

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**The Sales Management. Simplified. Podcast with Mike Weinberg**

Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, blunt truth, and powerful, practical techniques that will maximize sales management effectiveness and help your team WIN MORE NEW SALES!

Latest Episodes:

The Dangers and Damage from Desk Jockey "Leadership" and Not Coaching Salespeople Jun 04, 2023

Show notes

In Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies:

1. Desk (and CRM/screen) Jockey Sales Management

2. Not coaching and mentoring salespeople

Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you of being a people-development-focused sales leader.

Too many frontline sales leaders are cheating themselves of what should be one of the most satisfying and results-driving parts of their job — helping their people get better at doing their own jobs! Buckle up for a dose of blunt sales management truth that you cannot effectively lead a team staring at analytics, dashboards, or CRM screens. Salespeople win by connecting with other humans. What makes us think we can lead and develop them with our heads buried in data or via email?

From the Heart: After concluding the episode Mike took a few minutes to share personally about two losses he just experienced with the passing of his step grandmother and a meaningful spiritual influence in his life, Tim Keller.

Resources, Posts, Events mentioned in this episode:

JUST ANNOUNCED: The next Supercharge Your Sales Leadership event: October 3rd, Atlanta. More info at mikeweinberg.com/events

Mike's article from the 2020 World Series: This MLB Manager Blew It Relying on Analytics Rather Than His Eyes

Episode 13: Game Changing Lessons from My World-Class Golf Coach

Leading Through Turbulent Times + Mastering Social and Enterprise Selling May 01, 2023

Show notes

In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft's US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft's Social Selling Lead prior to taking on his current leadership assignment.

Carson self-describes as perpetual optimist, resourceful problem eliminator and an outcome driver! He's also a podcast host and author of two Amazon bestsellers, Birth of Salesman and Salesman on Fire.

Mike invited him on the show after an enlightening lunch conversation where Carson shared what it's been like leading his team through recent turbulent times in the world of tech. Enjoy this wide-ranging conversation that pivots from leading through uncertainty and "controlling what you can control" to mastering social selling. And prepare for your mouth to drop when Carson shares how many different contacts he engaged enroute to closing the biggest enterprise deal of his career.

Carson Heady on Linkedin

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Last Call: Take advantage of this once-per-year special on Mike's most focused course to help sharpen your most critical sales weapon – YOUR SALES STORY. 40% OFF through May 3rd at mikeweinberg.com/your-sales-story/

Management Takeaways from My Trip to the Masters & Sales Leadership Sin #4 Apr 24, 2023

Show notes

This fun episode combines management takeaways from Mike's first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results.

Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management lens…

Overdeliver. Go the extra mile and give customers/prospects/patrons more than they expect
Professionals prepare and practice – like professionals
Don't count out the old guy as a worthy competitor
Winners don't whine about circumstances or the "luck of the draw"
EQ and likability matter

While tackling Common Sales Leadership Sin #4 (Lack of Accountability), sales managers are reminded in a not-so-subtle fashion that their single most important job is ensuring that their people do their jobs! Mike unpacks a handful of reasons that managers struggle to hold sellers accountable and goes further declaring that ignoring underperformance is akin to sales management malpractice.

Resources to help upgrade accountability mentioned in this episode:

Download the free guide, "The Fastest Way to Increase Accountability, Reduce Complacency, and Create a High-Performance Culture" from mikeweinberg.com and link to a 15-minute video from that free PDF
Read Chapter 20 in Sales Management. Simplified. (buy on Amazon here)
Listen to Episode 9

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This episode is sponsored by Mike's least expensive, shortest, and most focused online course—YOUR SALES STORY. Sharpening your sales story is the fastest way increase a salesperson's or sales team's confidence and effectiveness and this week only (through May 3rd) the course is 40% of the regular price. Learn more at mikeweinberg.com/your-sales-story/

It's Really Hard to Lead the Sales Team When You're Buried in Crap Apr 05, 2023

Show notes

In Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager's primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results.

Sin #3: IT'S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU'RE BURIED IN CRAP!

Too many sales leaders are losing too much of their valuable time getting dragged into meetings, digging out from under an obscene amount of email, and being diverted and distracted from their primary job — and the consequences for sales are devastating.

Listen in as Mike addresses this common challenge and offers practical tips to help sales leaders unbury themselves (and redeploy that time on the precious few highest-payoff activities that truly move the needle on culture and results).

Losing this Deal Stung and Starting a New Series Covering Common Sales Leadership Sins Mar 21, 2023

Show notes

Mike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim and blaming others and circumstances when they lose.

This episode also kicks off a new series reviewing The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results and Mike unpacks the first two of these common challenges:

Poor Goals and Results Focus
Unclear Strategy and Direction
Managers Buried in Crap
Lack of Accountability
Desk/CRM Jockey Sales Management and "Leading" via Email
Not Coaching and Mentoring Salespeople
Sales Leader Playing Sales Team Hero
Unhelpful Compensation Plans
Wrong People in the Wrong Roles
Painful, Unproductive Sales Team Meetings
Allowing Salespeople to Live in Reactive Mode and Forget Their Primary Job
An Anti-Sales Culture
Searching for Shortcuts or the Secret Sauce=

As Mike suggests, put your defense shield down, check your ego, and take a look in the mirror to see which of these very common sales leadership sins may be getting in the way of you having the culture and results you desire for your sales team.

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Reminder: The next Supercharge Your Sales Leadership Event takes place May 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous ten events have sold out. Get more info and register at mikeweinberg.com/atlanta2023 to join Mike and 50 driven sales leaders for this powerful experience!

Artificial Intelligence Will Not Replace You and One Trick to Power-Up Your Sales Team's Presentations Mar 06, 2023

Show notes

Mike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event. In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for "likes" and "clicks") predicting the death of sales, this time due to ChatGBT. He references this LinkedIn post where he expresses his skepticism and reminds sellers and sales leaders that these very same people were proclaiming that AI would kill our profession five years ago! Inspired by his preparation for a workshop he was leading for a favorite client's kickoff meeting, Mike also shares his take on why so many sales calls and presentations fall flat and offers up his favorite trick to help salespeople radically power-up their presentations. Learn how the magic in "Slide 4" can transform the dynamic in the room, and how your seller, solution, and company are all perceived. ________________________________________________ Reminder: The next Supercharge Your Sales Leadership Event takes place May 3rd at The Porsche Experience Center adjacent to the Atlanta Airport. All previous ten events have sold out. Get more info and register at mikeweinberg.com/atlanta2023 to join Mike and 50 driven sales leaders for this powerful experience!

This Is the First Step in a Successful New Business Development Sales Initiative Feb 02, 2023

Show notes

Mike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the "milk run" in territory caretaker and maintenance mode!

In Episode 47 Mike shares why Selecting Targets is the very first piece of his New Sales Driver Framework and he challenges sellers and sales leaders to declare which target accounts (growable existing customers and ideal profile prospects) they are committed to proactively pursuing to develop new business.

Listen as Mike unpacks the four characteristics of a great target list:

Strategic
Finite
Focused
Written (yes, written or printed!)

To WIN MORE NEW SALES, sales leaders must get salespeople out of reactive mode waiting for leads and opportunities to chase and get them PROACTIVELY pursuing named target customers and prospects!

Posts mentioned in this episode:

Where Is Your Strategic, Finite Target Account List?

Mike's post honoring his step-grandfather, Ed Davidheiser

Unpacking the 5 Foundational Keys to Winning More New Sales

NEW EVENT DATE ANNOUNCED:

With the February 28th session now sold out, we are excited to announce the next SUPERCHARGE YOUR SALES LEADERSHIP dates:

The next one-day intensive will be Wednesday, May 3rd with May 4th as the VIP Day that includes VIP Q&A, private lunch with Mike and the Porsche Driving Experience on the track!

More info and register at mikeweinberg.com/atlanta2023

This Senior Leader Builds High-Performance Sales Teams with 4 P's, 3 F's, and Smart Talent Management Jan 10, 2023

Show notes

Episode 46 features one of Mike's all-time favorite senior sales executives.

Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis.

Listen as Dennis drops gem after gem offering…

His sales management secret for effectively "managing up" and how to keep your executive boss from distracting and derailing you
That consistency is one of the most underrated characteristics of great leaders
His 4 P's when it comes to coaching sellers for big sales calls and presentations (Plan, Prepare, Practice, Play)
3 F's for leading the team through tough times (Filter negativity, Focus on what you can control, and stick to the Fundamentals)

Dennis and Mike also address the move from individual contributor into sales management and point out…

The positives and pitfalls when a salesperson gets promoted to lead the team they were a part of
How (counterintuitively) new managers must slow down to speed up their ramp up!
The transition from winning on your own to winning through your people

Mike's favorite response came when he asked how Dennis found/made time for so many 1:1 conversations with individuals at every level of the sales organization:

"The number one thing on my list as a sales leader is talent. If I don't make time to find, attract, and bring in great talent, and take the talent that I have and develop that talent, then I'm not doing my job."

Links:

February 28th, Supercharge Your Sales Leadership Event: mikeweinberg.com/atlanta2023

Sales Leadership Coaching Cohort: mikeweinberg.com/leadercohort

Previous Episode featuring Dennis Sorenson: https://mikeweinberg.com/podcast/episode8

Big Thanks, Brags & Beefs from an Amazing Year Plus Powerful Tips to Maximize Success in 2023 Dec 30, 2022

Show notes

In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to…

Celebrate significant victories
Identify the time and energy "draculas" sucking the life out of them and stealing their passion and productivity
Articulate two BIG business goals for 2023 and tie significant rewards to achieving those goals
Become more selfishly productive by better time-blocking high-payoff sales management activities
Provide better support to drive even more production from their A-Players
Quickly coach-up (or coach-out) underperformers

Mike offers leaders two powerful opportunities to maximize sales management effectiveness for 2023 — one is lower cost, lower commitment (mikeweinberg.com/atlanta2023) and the other is longer-term and includes ongoing support (mikeweinberg.com/leadercohort) Thank you for making the Sales Management. Simplified. Podcast a success in 2022. Here's to GREAT SALES LEADERSHIP and your team winning MORE NEW SALES in the new year!

Motivation Matters. Reflect, Reset, Refocus to End & Start the Year Right Dec 20, 2022

Show notes

Mike tackles two topics in Episode 44 inspired by sessions he led this past week.

1. Your Sellers' "Why" and Motivation to Sell Matter — a lot

Mike shares his dad's powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proactively pursuing prospects, pushing past resistance, and persistently following-up. When we understand "why" we sell and view ourselves as professional problem solvers instead of as pests, everything changes! Hear the strong message Mike delivered to help get a sales teams' heads and heart in the right place so their motivation to sell is pure and honorable!

2. Reflect, Reset, Refocus to End & Start the Year Right

During a session with the sales leadership cohort, Mike and the members discussed the importance of "seasons" in life and the unique opportunity that year-end/new year presents for leaders with their teams. Let's not miss the chance celebrate major accomplishments, personal growth, and for some, even just surviving a crazy year. It's also the perfect time to ask thoughtful questions about what worked well this past year that your people should repeat, and alternatively, what strategies and approaches didn't work so we don't live out the definition of insanity, doing the same thing over and over expecting a different result! Take advantage of this season to help your team (and yourself) reset and refocus to begin the new year with energy, excitement, and a plan to win.

Get more info on the sales leadership coaching cohort here: mikeweinberg.com/leadercohort

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TWO EARLY 2023 DEVELOPMENT OPPORTUNITIES FOR SALES LEADERS

Supercharge Your Sales Leadership events are back and the first one is scheduled for February 28 at the Porsche Experience Center adjacent to Atlanta Airport. Join 50 driven sales leader colleagues and Mike for this powerful 1-day intensive or 2-day VIP experience. INFO & REGISTER at mikeweinberg.com/atlanta2023

The first Sales Leadership Coaching Cohort of 2023 will start in late January. This comprehensive 6-month program is limited to 12 sales leaders. If you are ready to maximize your effectiveness as a sales leader and your team's results, and would benefit from coaching, community, care, and proven, powerful content, get more info and schedule an exploratory conversation at mikeweinberg.com/leadercohort

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