38 min listen
What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?
FromThe Sales Management. Simplified. Podcast with Mike Weinberg
What’s Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?
FromThe Sales Management. Simplified. Podcast with Mike Weinberg
ratings:
Length:
35 minutes
Released:
Mar 26, 2024
Format:
Podcast episode
Description
Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – “doing” instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to ask before: When making joint sales calls with your people, is your primary purpose to… A) Proactively develop your salesperson, or B) Advance and close the sale The healthy discussion that ensued inspired this episode. Listen in as Mike shares more of the story, promotes the importance of proactive, developmental, nonurgent coaching, and offers thoughts on best practices when managers ride shotgun with reps on sales calls. RESOURCES MENTIONED IN THIS EPISODE: The First-Time Manager: Sales book Supercharge Your Sales Leadership event, October 8-9, The Porsche Experience Center, Atlanta __________________________________ This episode is sponsored by Pursuit Sales Solutions. If you looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg
Released:
Mar 26, 2024
Format:
Podcast episode
Titles in the series (71)
Smart Sales Enablement Is About Much More than Tech Stacks, Tools & Toys: “Sales Enablement” has become one of most popular (overused and misunderstood) terms in the sales world today. Mike jokes in Chapter 2 of Sales Truth that as trendy as it is to wax eloquently about enabling sales teams, it is hard to find three... by The Sales Management. Simplified. Podcast with Mike Weinberg