Customers aren't going to buy unless they trust who they're working with, and the same goes for your team members.

Sales managers are pivotal for any sales team to reach and exceed their goals, but true sales leadership is about more than managing numbers and pipelines. It's about creating a people-first culture where they feel secure, supported, and clear about the goals they need to achieve.

In this episode, Helen Fanucci, a transformational sales leader with Microsoft, shares what sales managers should think about when it comes to leading and coaching their teams.

Also a recent author, Helen shares tactics from her book Love Your Team, a Survival Guide for Sales Managers in a Hybrid World, which discusses strategies sales managers can implement to build stronger team cultures and deliver outsized business performance while retaining top talent.

**Additional resources from this episode:**

- Helen’s LinkedIn: [https://www.linkedin.com/in/helenfanucci](https://www.linkedin.com/in/helenfanucci)

- Check out Helen’s podcast: [https://loveyourteampodcast.com/](https://loveyourteampodcast.com/)

- Buy Helen’s book: [https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1](https://www.amazon.com/Love-Your-Team-Survival-Managers/dp/1544534000/ref=asc_df_1544534000/?tag=hyprod-20&linkCode=df0&hvadid=632085709568&hvpos=&hvnetw=g&hvrand=12696246064716327636&hvpone=&hvptwo=&hvqmt=&hvdev=c&hvdvcmdl=&hvlocint=&hvlocphy=9014835&hvtargid=pla-1879853881082&psc=1)

**In this episode, you’ll learn:**

- How the accelerated shift to hybrid made good sales management essential

- The importance of establishing outcome-based goals and objectives, not activity-based

- How to approach coaching conversations with your team