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 getting the right people in the right jobs, ensuring that the sales deployment model aligns with the corporate strategy, and that the compensation plan not supports (instead of hinders) the c-suite’s strategic objectives.

Greg also shares how private equity firms are moving downstream and adding much smaller businesses to their portfolios is changing the competitive landscape and forcing small company leaders to become more sophisticated sales managers. And finally, he makes the strong pitch that management should be taking a hard look at a salesperson’s “revenue contribution” rather than simply looking at “revenue attribution.”

RESOURCES MENTIONED IN THIS EPISODE:

Accelerant Consultants

Greg on LinkedIn

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This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

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 business at the desired rate – and to estimate the percentage of “blame” to attribute to each of the five buckets.

Take a listen to see which of these buckets might be preventing you (or your team) from winning MORE NEW SALES.

Mike wraps up the episode with a reminder to sales leaders about the power and value from having salespeople draft individual business plans for the coming year and points you to several valuable resources to help with that initiative.

RESOURCES MENTIONED IN THIS EPISODE:

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 individual contributor into sales manager is so difficult
• How the phrase “you are who you hang out with” is not just wise advice for picking your friends, but also applies to salespeople targeting the right accounts to pursue for new business
• The importance of smart talent management and danger of managers constantly living in what Matt refers to as “The Mess”

RESOURCES MENTIONED IN THIS EPISODE:

The current PROMOTION on the Sales Management. Simplified. Video Coaching Series

Connect with Matt Ferguson - https://www.linkedin.com/in/mdfcoaching/

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This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg