The Sales Management. Simplified. Podcast with Mike Weinberg
Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, blunt truth, and powerful, practical techniques that will maximize sales management effectiveness and help your team WIN MORE NEW SALES!
Episodes
Do Your Really Know WHY Your Salespeople WIN?
Mike is thrilled to host long-time friend Jeff Bajorek for this fun, unplanned, impromptu episode. They had a blast over two days of golf and catching up on business, and when Delta delayed Jeff's return flight home from St. Louis, Mike made the most of the opportunity and got Jeff in front of the mic. Listen in as these guys talk life, golf, paying it forward, and then zero-in on the four words
Blunt Truth and 5 Power Moves to Help Sales Managers Become Transformational Leaders
If you like blunt truth about sales and sales management, you will LOVE this conversation between Mike and sales leadership expert and author, Kelly Riggs. Enjoy hearing these truth-tellers finish each other's sentences as they tackle several biggies, including… The fact that "the system" sales managers are dropped into is often what gets in the way of success The crime that so many successful s
Mike is Back and Blunt: Get Tight with the People Who Own the Outcomes Your Solutions Produce!
Mike is back after a break and as blunt as ever in Episode 112. Listen in as he shares his concerns that way too many sellers are defaulting (or acquiescing) to the buyer's process or getting trapped playing to procurement people. The consequences are devastating, particularly when you sell premium offerings at a premium price! As Mike often reminds sales teams, THERE IS NO LAW that the prospect
1:1 Accountability Cadence + Consistency = A Fresh, Fat Pipeline!
In Episode 111, Mike offers a "stream of consciousness" delivering observations and takeaways from leading recent cohort sessions for sales leadership teams implementing the RPA accountability framework. A senior executive asked: "As we roll out the RPA meeting as prescribed, what are two pieces of advice (the two keys) that will guarantee success? Without hesitating, Mike responded with: Cade
A Strong Take on Sales DNA: We Need Competitive, Conflict-Ready Sellers in New Business Roles
In Episode 110, Mike shares a sad personal update and tackles one of the most important and most misunderstood sales leadership issues: Sales DNA. Prompted by client work, fresh research, and a painfully honest post-race interview from the Indy 500, Mike challenges sales leaders to stop pretending that your "nice," relational salespeople are going to be successful hunters! Mike also breaks down s
Sales Leadership Q&A: Real Answers to Tough Sales Management Questions
In this special Q&A-style episode, Mike Weinberg is joined by sales leadership coach Matt Ferguson for a practical, fast-paced conversation tackling real-world sales management challenges submitted by sales leaders and reps. Mike and Matt dive into topics like: Transitioning from top rep to first-time sales manager Coaching underperformers back to quota Why most pipeline reviews fail Creating pro
Prospecting and Pipeline Generation Is Hard: Why Your Sellers Need to Be Too Good to Ignore
In episode 108, Mike hosts outbound sales guru, Jason Bay, founder and leader of Outbound Squad. Jason and Mike get in the "Way Back Machine" looking at the evolution of SDRs, what went wrong with that model, and why prospecting is so damn hard today. If your team is struggling to book meetings and create new opportunities, this episode is for you as Jason shares strategies that are working right
2 Simple Tips to Help Sellers Conduct More Effective Sales Calls: Start and End the Meeting Well!
In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings. Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He bri
A Bold Statement, Big Issue, and a Breakthrough Book That Took My Breath Away
Mike gets asked to read a lot of books about sales and sales management. Most recently, he read Focused – from his Canadian buddy, sales management expert, and former fantasy football adversary, Steve Rosen. Mike was so blown away that he actually asked Steve if he could provide the foreword and help promote the book. Truly, it was that good. So good, in fact, that this was Mike's visceral reactio
A Seismic Personal Decision and a Simple Sales Management Checklist
Episode 105 starts with a startling proclamation as Mike reveals what feels like a seismic decision to pull the plug on LinkedIn. He transparently shares what's going on in his mind and heart, along with what he's reading and experiencing, that prompted this bold (and surprising) move. The episode concludes with a simple, practical sales management checklist that Mike will be working through durin
Unlocking Massive Sales Growth: The Power of "Ambition"
Dennis Sorensen is back! A former super successful senior sales executive who has built a thriving, multifaceted sales improvement firm, Dennis is embedded inside companies doing real transformational work around sales leadership, playbooks, process-driven selling, and unlocking crazy potential through his concept of Ambition. In this episode, Dennis shares what he's seeing on the front lines — wh
"The Strength of Talent" - To Grow Our Sales We Need to Grow Our People
This first release of 2026 features talent guru, coach, and leadership team expert, Mike Goldman, who played a formative role in Mike Weinberg's life on a college campus 39 years ago! Goldman's most recent book, The Strength of Talent, is a USA Today National Bestseller, and packed with wisdom and practical advice for sales leaders. In this engaging dialogue, Mike and Mike touch on everything from
Biggest Takeaways from 10 Years Working to Increase Sales Management Effectiveness
Mike celebrated the 10th anniversary of the release of Sales Management. Simplified. with a free, live "THANK-YOU" web session for sales leaders. Episode 102 is the audio recording of that session where Mike shared his biggest lessons and takeaways from the past decade working to increase sales management effectiveness and answered 15 questions submitted by leaders who registered for the session.
Are Your Salespeople Crystal Clear on Their Mission, Targets, Offerings, and Rules of Engagement?
In Episode 101 Mike brings back a favorite phrase (procurement weenies) from his book #SalesTruth and shares a fresh story about one of his own sales situations to challenge sales leaders on the topic of CLARITY. Do your sellers have absolute clarity on… Your company's mission/purpose/why? Whom they're supposed to be targeting for new business? Exactly what they should be selling (your offerings
Everything Mike Knows About Sales Management in the Most Jam-Packed 30-Minute Book Summary Ever!
Episode 100 is epic as Mike combines celebrating the 10th anniversary of the book, Sales Management. Simplified. and the 100th episode of this podcast! Mike opens with a HUGE THANK YOU to the sales leadership community for making Sales Management. Simplified. what it's become, and as a token of appreciation, closes with a 30-minute, power-packed, lighting-fast summary of the book sharing a key tak
STILL the Same "Not-So-Sweet 16" Common Reasons Salespeople Fail to Develop More New Business
In this episode, Mike ties together observations from his past month's work with sales leaders and sales teams in a variety of industries — all of whom seem to be struggling with the same challenges. Reviewing these "common reasons" salespeople are not winning new business at the desired rate prompted Mike to get in the way-back machine and pull out the tried-and-true list from Chapter 2 in his f
The Fastest Way to Increase Sales: Mike's Favorite Topic with a Fantastic Guest and an AI Assist
In Episode 98, Mike excitedly reveals something he's been teasing for several months. Listen in as he hosts his former client, dear friend from Ireland, and now partner, Fergal O'Carroll. After 35 successful years in sales and sales leadership, Fergal launched Supercharge Your Sales Velocity in 2024 with the mission of empowering sales teams to drive MORE OPPORTUNITIES, BIGGER DEALS, & FASTER WINS
The First Meeting Differentiator
Episode 97 addresses one of Mike's hot-button topics: structuring and conducting effective early-stage sales calls. As he often bemoans when leading workshops, salespeople have to work so stinking hard today to secure an initial meeting with a target prospect, and then they show up and miss the mark by conducting completely ineffective meetings. If your (or your team's) sales calls could use a bo
Intense Focus on Accountability + Strategic Targeting = Sales Lift
Mike went right from leading a virtual sales management workshop into recording this episode while he was still fired up from tackling two critical, yet often overlooked, sales management functions…. 1. Accountability for results, pipeline health, and activity (when necessary) 2. Strategic targeting of accounts Listen in as Mike shares exactly what he reviewed with this favorite client's sale
The Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)
Feedback from Jeff Hancher's story in Episode 94 of how a sales manager powerfully impacted his life compelled Mike to focus again on...The Life-Changing Impact of an Intentional Leader. After receiving so many stories from listeners about leaders who changed the trajectory of their lives, Mike shares a few of his own — highlighting the intentional investment others made in him that left a lasting
Sales Leader Extraordinaire Shares His Journey from Pain and Poverty to Powerful Purpose
Episode 94 is a special one for several reasons, not the least of which is that it's the first show where the guest made Mike cry! You will be challenged listening to this interview with Mike's friend, sales executive extraordinaire and leadership guru Jeff Hancher, who shares his personal journey from pain and poverty to powerful purpose. Jeff's story of resilience and how sales changed the traj
How an Enterprise Sales Rockstar Sounds, Thinks, Behaves, and Balances Being Patient and Proactive
Today's special guest, Ahson Wardak, made such an impression at a recent Supercharge Your Sales Leadership event that Mike had to have him on the show! Ahson was recently promoted to regional vice president after an incredible run as a top-performing individual contributor. Listen in to hear what a true large account, large deal sales rockstar sounds like. Enjoy Ahson's contrarian take on the wid
2 Sales Management Tips and Why Southwest Airlines Should Take the Heart off Their Airplanes
In Episode 92 Mike doesn't hold back sharing two takeaways from a recent multi-day speaking and sales training engagement in Las Vegas and then he absolutely unloads on the recent changes at Southwest Airlines. RESOURCES MENTIONED IN THIS EPISODE: Southwest Airlines Spirit Magazine Freedom Story featuring Mike The Upcoming September 2025 Supercharge Your Sales Leadership Event New Sales. Simplifie
Perspective Is Everything (In Life and Sales)
In Episode 91 Mike unpacks two recent personal experiences and one seller/buyer "conflict" to demonstrate that PERSPECTIVE IS EVERYTHING! RESOURCES MENTIONED IN THIS EPISODE: The Micah Project Honduras The June 3 Supercharge Your Sales Leadership event ______________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to
Three Tweaks That Produced a Transformation
The response to "Hannah the Hunter" sharing the simple tweaks she made to transform her results in the previous episode was so overwhelming (30% more listens/downloads in the first week after release than any other episode), Mike was compelled to dedicate Episode 90 to further unpacking the sales gems Hannah so beautifully articulated. Listen in as Mike shares his take (and takeaways) on these th
How "Hannah the Hunter" Achieved a Blowout Year and Breakthrough Sales Success
2024 was record sales year for Hannah Romell… And this an episode like no other! "Hannah the Hunter" (as she refers to herself) is the first person Mike has hosted not having spoken to the guest before the show. She got his attention with a LinkedIn post sharing her gratitude and excitement about her breakout year. Tune in to hear firsthand how Hannah adopted a handful of simple, yet transformatio
Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
By popular demand, Greg Stanley returns for Episode 88. Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible. Whil
Identify & Eliminate Time Draculas. Become More Selfishly-Productive. Drive More Results.
In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing — sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES! Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities. They'r
8 Sales Management Takeaways from the Past Year and 3 Focus Areas to Drive More New Sales in 2025
Episode 86 is packed with several of Mike's biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including… C-Suite and corporate executives who've completely lost sight of the sales manager's primary job How the "slowdown" and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived "fulfillin
Revenue "Attribution" vs "Contribution" and Why Smaller Companies Are Having to Raise Their Sales Management Game
Episode 85 features a unique conversation between Mike and his friend, Greg Stanley, who specializes in helping small and medium-sized companies unlock growth potential by optimizing their revenue function and increasing valuation. Greg founded Accelerant Consultants after a long, successful stint at one of the Big 4 firms. This dialogue touches on foundational sales management topics including g
A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business
Episode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level. During the conversation, Mike shared his simple "Buckets of Blame" framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be preventing their sales team from bringing in new busi
Real World Dialogue on Why So Many Sales Leaders Feel Overwhelmed & Under-Supported
Mike is joined by sales management expert and coach (former golf pro and top-ranked salesperson), Matt Ferguson for a wide-ranging conversation covering…. The fact that almost every sales manager they know feels overwhelmed, overworked, under-appreciated and under-supported Almost 90% of sales leaders say they received ZERO training for their current role Why the transition from top-producing ind
5 Powerful Ways The Best (Sellers) Get Better
This episode was inspired by a session Mike facilitated last week at a client's award trip gathering where he challenged these "Pacesetters" by sharing… 5 Powerful Ways The Best Get Better. Mike recorded this episode believing it would not only benefit sales leaders but their teams as well, particularly those sellers looking to take their game to the next level and become perennial top producers.
The 3 Critical Elements to Create a Successful Sales Blitz Campaign
This episode was inspired by recent conversations between Mike and sales leaders at three different clients — all in very different industries, and all currently selling into some significant headwinds. Building off this powerful mantra that his dad often preached: "In good times we need to get our fair share of the business, but when things are tough we need to get an unfair share…" ...Mike unp
Selling in a Post-Trust World
In this episode Mike hosts his long-time friend, Larry Levine (who he often refers to as the most authentic and generous person in the sales improvement industry), for a very different conversation about the current "State of Sales" and how we can respond to it. Their discussion revolves around how salespeople (and leaders) must adapt to thrive while Selling in a Post-Trust World. And as Mike decl
An Impressive, Bold, Hungry, High EQ 19-Year-Old Shows Salespeople the Power of a Personalized Prospecting Phone Call
Episode 79 was unplanned but Mike felt compelled to describe his recent encounter with a bold, hungry 19-year-old. Stuart was so impressive that Mike took a few minutes to record his impromptu reaction and also deliver a rant to salespeople who still (falsely) believe/proclaim that the telephone isn't an effective way to secure a conversation with strategic target prospects. Not only will you be
Selling Your Way In
Episode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he's had the privilege of watching Kristie's business and influence in the sales community rapidly expand over the past de
One Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales Executive
In Episode 77 Mike can barely contain his excitement as he announces a new addition to the team! Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode. Listen in as Mike has Dennis unpack three of the powerful approaches (philosophies) that have made him such a suc
You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]
In Episode 76 Mike returns from his sabbatical with a reminder for sales leaders that they are STILL the key to driving the culture and results. As goes the leader, so goes their team! He also makes the case that regardless of the current business stresses or cycles, truth is still truth, best practices remain best practices, and solid execution of the fundamentals is the key to victory. Mike wrap
Their New Issue & Outcome-Focused "Sales Story" Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]
Episode 75 continues the string of recent shows where Mike shares real-life examples from what he's observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their "sales story." Rep after rep testified to the difference in how customers were perceiving them and positively responding
The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help
As Mike shares starting off this power-packed episode, every once in a while, a client challenges him to create something new. In this case, a passionate enablement leader requested something quite specific: How can sales managers take what they are learning from conducting excellent 1:1 accountability meetings to coach their people more effectively? In Episode 74 Mike overlays his three favorite
What Mike's Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play "Good Corporate Citizen" Instead of Selling
This thesis of Episode 73 is that the world works much better (particularly in sales) when everyone focuses on, and worries about, their primary job! This episode was prompted by stimulating conversations in two recent sales leadership sessions. First, at the VIP Q&A during Day 2 of the recent Supercharge Your Sales Leadership event, an operation-minded CEO asked Mike to elaborate on a bold (and
WHO'S ON YOUR TEAM? [your "personal" team, not your sales team]
Episode 72 is different. Instead of talking about leading your sales team, Mike challenges listeners with this important personal question: Who is on YOUR team? This episode was inspired by several factors, including a personal breakthrough Mike is experiencing in his own life, combined with a well-timed Netflix docuseries episode that perfectly depicts the transformative change you can experience
A Prospecting Post-Mortem – Why You/Your Team Are Not Securing Enough Meetings
Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations: The sales team's lack of effectiveness at getting prospects to agree to an initial meeting The number of prospects cancelling at the last minute or "no-showing" for a meeting they had previously agreed to
What's Your Primary Purpose on Sales Calls: Proactively Developing Your Salespeople or Advancing and Closing the Sale?
Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – "doing" instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to ask before: When making joint sales calls with your people, is your primary purpose to…
Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!
In this episode Mike tackles a critical sales management topic that does not receive enough attention. Too many sales managers allow underperformance to go unaddressed for way too long! Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin the all-important process of coaching that seller up, or if necessary, out. RE
Mike Tackles 8 Tough Questions from a Sales Team
During Week 1 of the 2024 Sales Kickoff Meeting Season, one of Mike's clients included a live Q&A to conclude a virtual session. The questions from the salespeople and sales leaders were so good, and so different from what Mike is typically asked, he decided to share them (along with his answers) in this episode. You'll want to share this episode with your sales team! Take a listen for Mike's ans
20 Timeless Tips to Help You & Your Sales Team Tackle 2024
Mike kicks off the year with 20 powerful sales tips to help you (and your salespeople) absolutely crush 2024! He initially shared this list with his email subscribers and the feedback was so positive that he felt obligated to turn these tips into Episode 67. Take a listen, share this episode with your sales team, and make sure to grab the free PDF with Mike's 20 tips from HERE. This episode
Practical Wisdom from a Highly Rated Financial Advisor, Golf Instructor, and Sales Coach to Help You Win Big in 2024! [Fundamentals Outperform Gimmicks]
In this powerful episode, Mike puts the wrap on an amazing year. Episode 66 combines straight talk from two of Mike's highly-rated, trusted advisors – his golf coach, Brian Fogt, and his financial advisor, Jacob Turner – along with his own Year-End/New Year's Sales and Sales Management "Fundamentals Checklists." Enjoy listening to Mike interact with two true professionals – people he turns to (and
Taylor Swift is Right: Trash Takes Itself Out Every. Single. Time.
After a few week break, Mike is back with Episode 65 inspired by this pithy and powerful line from Taylor Swift's interview after being named Time Magazine Person of the Year: "Trash itself out every single time." While not a "Swiftie" and admitting he can't name three of her songs, Mike shares his high respect for Taylor and applies her wisdom to what he has seen time and time again over the past
How to Give Your Buyers a Dopamine Hit with Buyer First Collaborative Selling
Episode 64 is not just for sales leaders! This is one you will want to share with your sales teams as Mike hosts a special guest, the brilliant Carole Mahoney. Mike declares that Buyer First: Grow Your Business with Collaborative Selling is the best-written book he's read this year and is convinced that you and your sellers will enjoy and greatly benefit from this enlightening conversation as Caro
I Shot the Social Selling Charlatans & an MBA Class' Real-Life Sales Management Disaster
Episode 63 was inspired by Mike's guest appearance on the Social Selling 2.0 Podcast and a 40-minute session he held with executive MBA students just before recoding this podcast. Carson Heady (featured in Episode 52) requested Mike's take on the current state of "Social Selling" and how it has evolved since its inception. A fascinating dialogue ensued including Mike's rant about the "founders" of
9 Powerful Reasons and a Template to Help Your Salespeople Write Individual Business Plans
It's that time of year, and in Episode 62 Mike makes a strong case for having each of our salespeople draft an individual business plan for the coming year. Referring to the most popular article he's ever published, Mike offers nine compelling benefits (for both the salesperson and the manager) resulting from having sellers write and present their plans, and he also outlines a simple template you
How Sales Managers Can Help Salespeople Conduct Significantly More Effective Sales Calls
Isn't conducting professional, effective sales calls one of the main responsibilities of a being a salesperson? After all, the word sales is in the job title. If there's one thing a "salesperson" should be able to do well, it's to conduct a sales call! Therefore, isn't it then incumbent upon sales managers to ensure that their people are indeed proficient at this essential skill? In Episode 61 Mik
The Massive Transition from Salesperson to Sales Manager Poses Similar Challenges to What Selling-Sales Leaders Face Every Day
While preparing to kick off a new engagement to help selling-sales leaders (player/coaches who are both producers and team leaders) increase sales management effectiveness, it hit Mike that the challenges these leaders face on a daily basis are almost identical to what new managers face when transitioning from individual contributor roles into team leaders. In this episode, Mike unpacks three big
It Took 34 Years to Create This and It's My Best Work Yet
This is an episode like no other. It's launch day for Mike's new book and you can hear the excitement in his voice! Proclaiming with a smile that this book took 34 years to write, he remarks how odd it sounded hearing these words come out of his mouth in a recent interview: "This is my very best book." Unprepared for the interviewer's follow-up asking why he felt this way, Mike gave this unrehears
Check Your Ego. Don't Play Hero. Prepare & Prioritize to Minimize Stress & Ensure Success
Episode 58 kicks off an exciting series around the launch of Mike's newest book! While the publisher asked Mike to write The First-Time Manager: Sales specifically for newer (and aspiring) managers, every. single. executive. who read an advance copy commented that it's a must-read for experienced leaders too… Fresh perspectives and fresh stories from the field, along with simplified frameworks
The #1 Reason Your Sales Team Is Not Bringing In More New Business
As promised, in Episode 57 Mike wraps up the series on the Common Sales Leadership Sins Damaging Culture and Diminishing Results with a giant exclamation mark! Tune-in for the #1 reason salespeople and sales teams are not bringing in more new business and Mike's strong words of warning for sales leaders who "allow" sellers to lose sight of their primary job (and some executives who actually "encou
Devastating Damage from Anti-Sales Cultures & Leaders with FOMO Always Searching for the Secret Sauce
As we near the conclusion of this series covering common sales leadership sins, Mike tackles two biggies in Episode 56: Anti-Sales Cultures and Searching for the Secret Sauce. Years ago, Mike asked the CEO of the company with the healthiest sales culture he'd ever observed for his secret. This CEO replied, "Everything flows from culture" and went on to declare that their sales culture was, in fac
Collaborators or Sales Killers? Why It's Insanity to Expect Salespeople to Do All Things Well
Continuing this series tackling common sales leadership sins, Mike challenges us to pull back the covers and take a hard look at ALL the things we are asking our salespeople to do. He also makes the strong case that it's really hard to win big in sales management when you have the wrong people in the wrong roles. Beware: Mike does not hold back putting HR people and executives on the stand asking
It's Really Hard to Out-Manage a Stupid Sales Compensation Plan
In Episode 54 Mike continues the series on Common Sales Leadership Sins, and this time he touches the "third rail" — compensation! If you have complacent salespeople, Mike argues that the very first place to look is at the compensation plan... And he claims to be the very first person to discover and publicly declare that the words COMPensation and COMPlacency start with the same four letters!
The Dangers and Damage from Desk Jockey "Leadership" and Not Coaching Salespeople
In Episode 53 Mike resumes the series on Common Sales Leadership Sins by tackling two biggies: 1. Desk (and CRM/screen) Jockey Sales Management 2. Not coaching and mentoring salespeople Prepare to be challenged about your priorities as Mike asks you to open your calendars for a time (and gut) check on whether there is enough evidence to convict you of being a people-development-focused sales leade
Leading Through Turbulent Times + Mastering Social and Enterprise Selling
In Episode 52 Mike takes a break from the current series on sales leadership sins to host fellow St. Louisan and sales rockstar, Carson Heady. Carson is a managing director in Microsoft's US Health Solutions business and was a highly decorated, multi-year award winning salesperson and Microsoft's Social Selling Lead prior to taking on his current leadership assignment. Carson self-describes as pe
Management Takeaways from My Trip to the Masters & Sales Leadership Sin #4
This fun episode combines management takeaways from Mike's first visit to Augusta National and the continuation of the current series covering sales leadership sins that damage culture and diminish results. Mike happily declares that the Masters lived up to all the hype and he shares a few observations processed through a sales and sales management lens… Overdeliver. Go the extra mile and give cu
It's Really Hard to Lead the Sales Team When You're Buried in Crap
In Episode 50, Mike vents his frustration about senior executives who have lost sight of the sales manager's primary job as he continues this series tackling The Unlucky 13 Sales Leadership Sins That Damage Culture and Diminish Results. Sin #3: IT'S REALLY HARD TO LEAD THE SALES TEAM WHEN YOU'RE BURIED IN CRAP! Too many sales leaders are losing too much of their valuable time getting dragged into
Losing this Deal Stung and Starting a New Series Covering Common Sales Leadership Sins
Mike begins Episode 49 sharing the pain from a recent lost deal that he really wanted along with the lessons learned from the experience. He takes this opportunity to remind listeners of the importance of doing a post-mortem analysis and that winners take ownership of the outcome (exhibiting internal locus of control) instead of playing the victim and blaming others and circumstances when they los
Artificial Intelligence Will Not Replace You and One Trick to Power-Up Your Sales Team's Presentations
Mike recorded Episode 48 from a hotel during a crazy travel streak between sales kickoff meetings and the most recent Supercharge Your Sales Leadership Event. In this long overdue episode, Mike pokes fun at the "bandwagon jumpers" in the sales improvement space who are once again (looking for "likes" and "clicks") predicting the death of sales, this time due to ChatGBT. He references this Linke
This Is the First Step in a Successful New Business Development Sales Initiative
Mike is concerned that one month into the new year too many sales teams have not nailed down their strategic, finite target account lists. Too many supposed sales hunters are operating on autopilot while an abundance of account managers are simply doing the "milk run" in territory caretaker and maintenance mode! In Episode 47 Mike shares why Selecting Targets is the very first piece of his New Sal
This Senior Leader Builds High-Performance Sales Teams with 4 P's, 3 F's, and Smart Talent Management
Episode 46 features one of Mike's all-time favorite senior sales executives. Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis. Listen as Dennis drops gem after gem offering… His sal
Big Thanks, Brags & Beefs from an Amazing Year Plus Powerful Tips to Maximize Success in 2023
In Episode 45 Mike puts the wraps on 2022, shares highlights, stats, reflections, and frustrations from a fantastic year, while challenging sales leaders to… Celebrate significant victories Identify the time and energy "draculas" sucking the life out of them and stealing their passion and productivity Articulate two BIG business goals for 2023 and tie significant rewards to achieving those goal
Motivation Matters. Reflect, Reset, Refocus to End & Start the Year Right
Mike tackles two topics in Episode 44 inspired by sessions he led this past week. 1. Your Sellers' "Why" and Motivation to Sell Matter — a lot Mike shares his dad's powerful advice that has served as the foundation for his successful sales career. He also addresses the significant mental and emotional baggage that hinders hesitant sellers from proactively pursuing prospects, pushing past resista
How to Lead Sales Team Meetings That Energize and Equip Your Salespeople
Sales team meetings don't have to be drudgery for the sales leader or salespeople, and they shouldn't be painful and unproductive either! In Episode 43, Mike… Reminds leaders of the purpose and impact of great team meetings Rants about the most common sales meeting sins Challenges sales managers that if you cannot answer this question with an emphatic "yes" then something needs to change quickly
Unpacking the 5 Foundational Keys to Winning More New Sales
The feedback and appreciation for Mike's recent special web session: "Boom Times or Bust - The 5 Keys to Winning More New Sales" has been so positive, it prompted him to share the full recording with podcast listeners. In this audio recording, Mike… Explains what he is seeing that prompted him to offer this session Cautions sellers and sales leaders to beware of fads and bandwagon jumpers in the
3 Prospecting Tips to Overcome Resistance and Secure More Meetings
While waiting for a connecting flight at Chicago O'Hare last week, Mike dialed in for an impromptu Q&A session with a sales team going through the New Sales. Simplified. Video Coaching Series. That Q&A evolved into an impactful coaching conversation around overcoming a prospect's resistance to meeting in-person. In this episode, Mike recaps three powerful tips for securing the meeting after the co
Selling In A Crisis
While observing the launch of Jeb Blount's brand new bestseller, Mike sensed something different. Just seeing the fun Jeb was having promoting Selling in a Crisis, and enjoying the excited reaction from so many sellers and sales influencers, Mike texted Jeb with a crazy question: "Jeb, I'm seeing the reaction to the book from sellers and influencers. The timing is absolutely perfect as my clien
Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling
Mike provoked the sales leaders gathered at the Sales Execution Simplified event in London with this statement that generated a healthy dialogue in the room: Struggling salespeople (who are neither hitting their sales numbers nor maintaining a healthy pipeline) should have a feeling of discomfort as they leave their 1:1 accountability meeting! In this short episode recorded in Belfast, Mike share
Part 2 with Drew: The Attitude, Approach & Actions as This Sales Leader Built His Winning Team & Culture
Episode 38 is a must listen for every sales leader - veteran, new, or aspiring. Mike continues the powerful conversation with super impressive new sales leader Drew Ellis as they cover Drew's transition from top-producing individual contributor into leadership. Hear how Drew… Built frameworks for leading his team before he even had the job Hired for culture, grit, and fit Was secure enough to br
This Super Impressive Sales Leader Became "Thick as Thieves" and a True Trusted Advisor to Win Career Defining Deals
In this powerful episode Mike hosts impressive sales leader Drew Ellis, a mid-market vice president for SAP. Drew is the very first guest whom Mike did not know personally to be invited on the show. Their new relationship started with a LinkedIn message thanking Mike for Sales Management. Simplified. The online dialogue led to a Zoom meeting where Drew shared the trajectory of his sales, and now
1st Round MLB Pick Shares Life & Leadership Lessons: From Pro Baseball to Successful Sales Pro
Special guest, former Major League Baseball first round draft pick, Jacob Turner, and Mike talk about the discipline, determination, and desire required to succeed at the highest in level of sports and sales. Hear Jacob's journey from high school standout, to "bonus baby" (signing a $5,000,000+ contract at 18 years old) through the ups, downs, and disappointments of his MLB career to his transform
How to Keep and Maximize the Performance of Your Very Best Salespeople
"Papa Mike" welcomes listeners back from the podcast's unplanned summer break with big personal news, a brief business update, and tips for tackling one of today's biggest sales leadership challenges. In Episode 35, Mike continues his review of The Four R's of Smart Talent Management… 1. Right People in the Right Roles (hunters and zookeepers - Episode 34) 2. Retain and Maximize the Performance of
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