If You Don't Train Your Sales Leaders, You Can't Blame Them: Alan Versteeg

The Sales Podcast

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

https://www.thesaleswhisperer.com/p/alan-versteeg-sales-leader-training

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