It’s time to stop chasing metrics and actually lead a sales team that performs.

Daniel sits down with sales coach, speaker, and author Mike Weinberg to talk about what effective sales management really looks like.

Mike shares a clear framework for accountability, why coaching is non-negotiable, and how managers can shift out of reactive mode and into leading high-performing teams.

They discuss the issues caused by poor leadership from the top, the challenges of post-COVID sales, and how to fix broken sales cultures.

This episode is packed with practical advice for any sales leaders.

Timestamps

00:00 Introduction to Mike Weinberg

02:57 Why baseball is the perfect sales analogy

04:57 Are you managing sales or just updating a CRM?

08:04 When Mike realised that sales is much more than just closing a deal

13:19 A 3-part framework for sales accountability

23:04 Why great sellers often fail as managers

26:22 The difference between managing and doing

29:36 Post-COVID sales and mastering the fundamentals

35:05 Where AI helps (and hurts) in sales management

39:13 The biggest change Mike has noticed in readers of his books

44:29 Who sales leaders should be listening to

46:37 How to prevent burnout as a sales manager

50:01 Balancing empathy and results focus

52:09 The 1% shift for growth

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Connect with Daniel:

Daniel Robus on LinkedIn

Growth Matters Intl on LinkedIn

Growth Matters International Website

Connect with Mike:

Mike Weinberg on LinkedIn

Mike Weinberg’s Website

New Sales. Simplified.

Sales Management. Simplified.