Many new managers assume that strong team performance will naturally get noticed, but this often isn't the case. The episode presents three detailed strategies to ensure your team's achievements and efforts are visible at higher levels in the organization. 1. Lack of Team Visibility: Managers often believe their team's performance will speak for itself. However, leadership may not always be aware of the hard work, challenges, and contributions your team is making. This is especially true when...

We explore some of the mistakes that sales managers often make when it comes to career development with their teams and how to avoid them. Many managers feel overwhelmed by their day-to-day responsibilities and struggle to find the time for career development, but neglecting it can lead to missed opportunities for both the team and the organization. Mistake #1: Not Engaging in Career Development The first and most common mistake is not doing any career development at all. Career development...

In this episode, we dive into why sending a regular team email or newsletter will really improve your team dynamics. Even if it feels like one more thing on your to-do list, a weekly or bi-weekly email can make a big difference in how your team connects, learns, and stays on track. 1. Strengthen Team Engagement: A team email is a simple way to make everyone feel like part of the group, especially if your team is remote or spread out. It’s perfect for giving shoutouts, celebrating milestones...

In this episode, we tackle a common question from aspiring sales leaders: "How do I know I'm ready to lead a sales team?". We'll discuss three key signs that show you're prepared for a sales management role, along with essential skills needed for successful leadership. Essential Skills for Sales Leadership: Understanding the necessary experience and attributes, including problem-solving capabilities, a collaborative attitude, and a positive mindset. Sign 1: Taking on Higher-Level...

Congratulations on your new role as a sales manager! In this episode, we talk about what first steps you should take as you begin managing your team. We will cover setting up initial communications, establishing functional interviews, arranging recurring meetings, and identifying client red flags. Set Up Your Introductory Team Call: Schedule an introductory team call with the help of your manager.Introduce yourself by sharing your background, education, and personal interests.Have your team...

We dive into a commonly asked question: how to effectively affirm your team. In this episode we're shedding light on what affirming your team isn't. Firstly, affirming your team isn't about handing out participation stickers. It's not about blanket praise for every little thing. While workplace affirmation is valuable, it's important to tie it to specific successful behavior. Affirmation should be used to encourage and reinforce positive at or above standard that you see when working with...

This is the business plan template that you have been looking for to help your team grow their sales and expand SOW in their territory. Whether you're a new or experienced sales manager, you'll discover how to help your team prioritize activities that drive growth and effectively manage your team's time. Join us in this episode as we will talk about: Structure of the Plan Current Funnel and Sales Targets: Analyzing open opportunities and close datesTerritory Analysis: Tailoring strategies...

Are you looking for how to work on career development with your team but are unsure how to get started? Discover a simple, three-step plan that’s easy to implement and will help your team members get your support for developing their careers. Why Career Development is Important Did you know that 97% of employees want to focus on career development? Offering these opportunities, especially to your top performers, can lead to higher engagement, better performance, and increased retention. The...

In this episode, we dive into the secrets of running engaging and productive team meetings. We break down three common myths that often hinder effective meeting dynamics. Myth 1: The Leader Should Do All the Talking It's not about the leader dominating the conversation. Instead, mixing up meeting formats can significantly boost team buy-in. Encouraging team members to present on their expertise or current challenges fosters collaboration and showcases diverse leadership skills within the...

Ever wonder if you're missing something in your team assessments? In this episode, we reveal the secret ingredient that could be holding your team back. While tracking KPIs and hitting revenue targets are important, there's a whole world of qualitative performance that can make a real difference. Discover how using a sales competency framework can help you measure and improve the behaviors that drive long-term success. Learn why pre-call planning and team dynamics matter just as much as...

In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start! 1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components,...

In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start! We will cover: 1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its...

In this episode, we dive into why your one-on-one meetings with your team might be falling short and we give you practical solutions on how to fix them. Here are three areas that you might be making mistakes with your one-on-one’s: 1. Lack of Preparation: Discover the importance of preparing for your one-on-ones to make them productive and keep your team accountable. Get tips on how to create a follow-up list to discuss with your team. 2. Infrequent Meetings: Learn why the frequency of your...

Join us for a great discussion on the three fundamental keys to creating a team newsletter that not only informs but also inspires and connects your team members. Whether you're aiming to boost morale, improve communication, or share important updates, these three keys will help set up your team for success.

Learn why and how to you market your team internally within your organization. I have 7 building blocks for you to make it easy and so you can start marketing your team right away. Team marketing is really important and it is an easily overlooked component of building a great sales team. There are just so many benefits that come from marketing your team and being purposeful about marketing your team. The biggest reason that team marketing is so important is because it creates a sense of...

You have a great opportunity with the mid-year discussion to provide affirmation, give feedback on areas of improvement opportunities, provide great examples of your team’s work, check in on performance, and check in on their qualitative performance like how they build customer rapport. This also is a great time to touch on career development if you aren’t already doing that in your regular one on ones. You can grab the 5 Tips For Making The Most Of Mid-Year Reviews and a Bell Curve...

Team meetings are important for encouraging collaboration, sharing best practices, and helping your sales team focus their efforts on what is most important. I have 10 team meeting topics for you and will talk about how to make the most of your time with your team. I know you are thinking that 10 seems like a lot and to be honest, you won’t cover all 10 in every team meeting. You will want to cover all 10 in some fashion over time as you conduct your team meetings. I have put the list...

We are breaking down how to do O3’s step by step. If I had to pick, one on ones is THE most important activity you can do with your team. If you are a sales manager who isn’t currently doing one on ones with your team, struggling with building trust with your team, or hope to be a sales manager someday, then this podcast is perfect for you. I have created not only a tips worksheet for you but have also put together a template in a free resource, the One On One Tips & Template that you...

Today we are talking about a big one…Team Culture. Strong team culture is one of those illusive concepts. You recognize it when you see it but it can be difficult to define. It is a know it when you see it kind of thing. We will start with defining what it actually is. We will also look at why team culture is so important and what steps you can take as a people manager to build a fantastic one. I have a free infographic for you that lays out the 10 Keys For Building Team Culture and you...