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- If You Don't Train Your Sales Leaders, You Can't Blame Them: Alan Versteeg
If You Don't Train Your Sales Leaders, You Can't Blame Them: Alan Versteeg
Sales managers are woefully under-trained. Fix that to fix your sales.
Wes Schaeffer
March 21, 2024
Professional Sales Tips you'll learn today on The Sales Podcast ...
If you don’t train them, you can’t blame them.
Knowing how to run a team and execute through others is a unique skill.
Most companies mess up with their sales managers.
Common sense is not common practice.
When you focus on the soil, the seed is easy to manage.
There are nuances in sales management.
How do you hold Primadona salespeople accountable?
This is not the natural state for a top performer.
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You’re not the person in charge if you’re not careful, you’re just the leader.
It’s easy to be held hostage by a top performer.
You need to develop bench strength.
With a strong pipeline, you can fire bad customers early.
You create the environment to recruit top performers.
Always be recruiting, even if you’re not hiring.
Build your network.
Create a certain benchmark for your sales team.
Low performers who don’t want to learn must be removed.
You need to coach and develop and hold people accountable and motivate them.
Alan came from engineering.
Got fired from his first four sales jobs.
He was a passionate talking brochure.
“Is this a job or a career? How long have you studied for this sales profession?”
A great manager has great power.
The sales profession is a practice like law and medicine.
He changed his meaning.
We’re more loyal to our identity than our competency.
He gave himself agency to be a professional.
He had an internal block.
He didn’t respect himself to give value to the world.
What specifically will change in the world of the customer as a result of your conversation with them?
Great managers see greatness in their people.
This ain’t rocket science…it’s much more complicated.
There’s an assumption that salespeople are incompetent.
They’re just CRM jockeys without good training.
You have to reverse-engineer success.
The tracks of execution are key.
Most sales managers are failing up.
Managers drive growth.
Most sales managers get zero training.
“S.P.I.N. Selling”
The Pareto Principle
Find your blind spots
Sales Growth Tools Mentioned In The Sales Podcast
Send Drunk Emails: ...that get opened and get you paid!
Phone Burner: work the phone like a machine so you can be a human when you connect.
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