Sep 7, 2021
What’s your goal as a manager? In today’s solo episode, Walter explores how the salespeople and managers think about their sales conversations. He also discussed why focusing on outcomes is of great importance in a business. Walter shares some tips on how, as a manager, you can effectively divide your time in coaching your people and handling the business. He reiterates the importance of hiring people with talent and why you should be looking for talents yourself.
Highlights
- Who can benefit from today’s topic? - 0:41
- You have to create accountability with your salespeople. - 2:10
- You need to understand their “Why.” - 4:01
- Positive accountability: You’re trying to help them get what they want. - 6:21
- Part of the job as a sales manager is to take out all the crap out of the pipeline. - 9:25
- If you don’t have a good sales process, with stages and milestones along the way, you’re at a huge disadvantage. - 11:26
- If you’re not spending half of your time coaching, you’re not
doing enough. - 14:06
Episode Resources - Coaching Winning Sales Teams by Lynn Pickford, Tim Chapman, and Tony Smith
- Connect with Walter Crosby
- https://www.linkedin.com/in/walterlcrosby/
- https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee
- https://helixsalesdevelopment.com/
- https://helixsalesdevelopment.com/podcast/
- walter@HelixSalesDevelopment.com