Webinar: Attributes of a GREAT Sales Manager. How’s yours?

Posted on June 10, 2020

Tuesday, July 28, 2020.  9:00am – 9:50am Pacific Time.

Many midsized CEOs are frustrated by unpredictable and underwhelming results from their sales teams. They often point to underutilized tools like the CRM and hunger for tougher approaches on accountability, except that good replacement salespeople are hard to find.

Fundamentally, this is a sales management problem. For this webinar, I’ll be welcoming Michael Andersen, a top troubleshooter who many midsized CEOs turn to when they need help improving their sales results. Since selling his national sales-technology company in 2007, he has quietly and consistently coached the transformation of hundreds of sales departments using his proven Intentional Sales Management™ (ISM) system.

I’ve known Michael for over five years as we are both members in the Professional Business Coaches Alliance. At our last meeting, Michael said, “Creating sales reliability is not as simple as just having good salespeople. It starts with leadership. Sales leaders either put themselves into the position to guide and drive results … or they allow themselves to be just an observer and cheerleader.”   And it reminded me how damaging dysfunctional sales leaders can be to midsize companies.  Sales is the tip of the spear and CEOs must ensure they have a firm grip.

Unveiled in his new book, A Culture of Predictable Sales, Michael identifies 5 essential priorities CEOs must demand of their sales managers in order to escape sales volatility and achieve strong, predictable revenue. In this webinar, Michael will explore some of these actionable insights including:

• Ensuring sales managers’ time is proactively focused on what really matters
• Creating a purposeful coaching/mentorship environment that truly impacts results
• Overcoming sales candidates’ smokescreens, hiring only those who can and will sell
• Transitioning from goals and quotas to credible and executable sales plans
• Holding the sales team accountable and eliminating the excuse-making

In my book, Mighty Midsized Companies, I conclude my list of silent growth killers with one of the most prevalent needs- effective leadership.  Join me on this webinar as I interview Michael to learn how to demystify great sales leadership and cultivate a strong culture of sales.

Click here to view a recording of the webinar.