Mar 22, 2024
Alan Versteeg discusses the importance of training sales
managers and the challenges they face in transitioning from
salesperson to manager. He emphasizes the need for nurturing
healthy pipeline, dealing with prima donna salespeople, and
building a sales bench.
Alan also highlights the importance of changing mindsets in
sales and the role of coaching in sales management. He stresses the
need for sales managers to unlock the potential of their teams and
the importance of selling with a noble purpose.
Alan concludes by emphasizing the need for investment in sales
managers and their role in driving behavior change in sales.
Takeaways
- Sales managers need training to effectively transition from
salesperson to manager.
- Nurturing a healthy pipeline and dealing with prima donna
salespeople are key challenges for sales managers.
- Building a sales bench and recruiting top talent are crucial
for sales teams.
- Changing mindsets and perceptions of salespeople is essential
for success.
- Effective coaching and behavior change are vital in sales
management.
Chapters
00:00 Introductions
00:46 The Need for Sales Manager Training
03:23 The Importance of Nurturing Healthy Pipeline
04:17 Dealing with Prima Donna Salespeople
05:16 The Role of Culture in Sales Teams
06:22 Building a Sales Bench
07:48 The Role of Sales Managers in Recruiting
09:05 Dealing with Low Performers
10:03 Changing Mindsets in Sales
12:13 The Importance of Coaching in Sales Management
14:03 Changing the Perception of Salespeople
16:08 The Role of Sales Managers in Unlocking Potential
18:49 The Need for Effective Coaching in Sales
Management
20:02 The Challenges of Sales Management
22:20 Investing in Sales Managers
24:09 The Need for Sales Management Development
25:22 The Importance of Behavior Change in Sales
26:38 The Role of Sales Managers in Coaching
28:09 The Importance of Sales Manager Involvement in
Training
29:18 Conclusion
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