Episode 39:
Transforming Sales Teams: The Art of Sales Management and Creating ImpactAbout this episode
For this episode of the Thoughts on Selling podcast, Alan Versteeg, a seasoned sales management expert, and I delve into the realm of effective sales practices and the pivotal role of sales management in cultivating successful sales teams.
Discussion Highlights:
✅ Sales as a Profession: Alan advocates for viewing sales as a dedicated profession akin to law or medicine, emphasizing the commitment and skill required.
✅ Sales Management as a force multiplier: Highlighting the significance of effective sales management for sustainable performance, Alan points out a common gap in promoting top sales performers without adequate managerial training.
✅ Intrinsic Motivation and Managerial Impact: Drawing from Daniel Pink's research, Alan explores how intrinsic motivation influences sales teams and underscores the role of managers in fostering purpose and alignment for improved retention and performance.
Three Key Takeaways:
1️⃣ Sales as Continuous Learning: We both see that sales is an ongoing learning journey, requiring continual education and practice for professional growth.
2️⃣ Focus on Sales Management: Developing sales managers is vital for team success; providing them with necessary tools and training is crucial for overall business performance. (And noting that few companies put any weight behind this initiative.)
3️⃣ Purpose-Driven Sales Culture: Encouraging a sales culture centered on purpose and fulfillment, beyond mere metrics, aligns sales efforts with broader business goals and personal development.
Closing Thoughts:
Alan and Lee stress the importance of a purpose-driven sales approach, where strategic focus and professional development intersect to elevate individual and organizational achievements.
To follow up with Alan, you can reach him on LinkedIn or via his company website.
For this episode of the Thoughts on Selling podcast, Alan Versteeg, a seasoned sales management expert, and I delve into the realm of effective sales practices and the pivotal role of sales management in cultivating successful sales teams.
Discussion Highlights:
✅ Sales as a Profession: Alan advocates for viewing sales as a dedicated profession akin to law or medicine, emphasizing the commitment and skill required.
✅ Sales Management as a force multiplier: Highlighting the significance of effective sales management for sustainable performance, Alan points out a common gap in promoting top sales performers without adequate managerial training.
✅ Intrinsic Motivation and Managerial Impact: Drawing from Daniel Pink's research, Alan explores how intrinsic motivation influences sales teams and underscores the role of managers in fostering purpose and alignment for improved retention and performance.
Three Key Takeaways:
1️⃣ Sales as Continuous Learning: We both see that sales is an ongoing learning journey, requiring continual education and practice for professional growth.
2️⃣ Focus on Sales Management: Developing sales managers is vital for team success; providing them with necessary tools and training is crucial for overall business performance. (And noting that few companies put any weight behind this initiative.)
3️⃣ Purpose-Driven Sales Culture: Encouraging a sales culture centered on purpose and fulfillment, beyond mere metrics, aligns sales efforts with broader business goals and personal development.
Closing Thoughts:
Alan and Lee stress the importance of a purpose-driven sales approach, where strategic focus and professional development intersect to elevate individual and organizational achievements.
To follow up with Alan, you can reach him on LinkedIn or via his company website.
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