Michael H.’s Post

I've seen 100s of Sales teams implement sales process change (humble brag 😉). And I've noticed something in common with all of these teams. Sales initiatives live / die by Front-line Sales Management <> Sales Leadership alignment. Full stop 🛑. The unfortunate reality is that the larger the organization, the greater the disconnect between what VPs / Directors want, and what Front-line Managers know close deals. Smaller sales organizations have a lot easier time getting everyone to row in the same direction. Because Front-line Sales Managers and Leadership are in lockstep. So what's the solution for larger organizations? 🤔 Simple. Ensure you're aligned with your front-line managers. Here are a few ways I see this done: 1) Ask for feedback from Front-line Managers early on. 2) Ensure some of that feedback makes it into the updated process. 3) Continue to have a Sales Leader own the project, and be responsible for its success or failure. Do you have any process change tips or tricks?

Top 7 Habits of Highly Effective Sales Leaders Ever wonder what separates the best founders from the rest in sales leadership? It’s not just about skills—it’s about habits. Here’s what the top 1% do differently: - 1. Relentless Follow-Up: The money isn’t in the first message; it’s in the follow-up. Consistency wins every time. - 2. Listening More Than Talking: You have two ears and one mouth for a reason. They use it to understand, not just respond. - 3. Data-Driven Decisions: Instincts are good, but data? That’s the game-changer. - 4. Empowering the Team: They don’t micromanage. They coach, support, and let their team shine. - 5. Adapting Quickly: The market changes. They change faster. - 6. Value Over Price: They sell on value, not discounts. A race to the bottom isn’t their style. - 7. Mastering the DMs: The modern sales leader knows that the gold is in the DMs. Personalized, timely, and powerful. — These habits aren’t just nice-to-haves—they’re must-haves in today’s competitive landscape. Adopt them, and watch your results skyrocket. - Sean 🔥🕺🏻 Ps… Want “THE” shortcut to dominating in the DMs? DM me. If this is Valuable: 🔂 Follow Sean Malone. ♻️ Repost this to someone who’s looking to level up their sales leadership game.

A good sales playbook isn't a 60 page PDF with everything and the kitchen sink. Your sales playbook needs to be an instruction manual for sellers, frontline managers, and sales leadership. For reps, you need to have account tiering criteria, and titles that correspond to buyers roles. You need to clearly spell out what accounts to focus on, who at those accounts, and what Cadences to put them in. You need to define their pipeline and territory coverage goals in the playbook as well. For sales managers, you need to spell out the leading indicators that they need to keep a watch on, and how to coach to each. Things like people touched and accounts touched are great examples. Also spell out what their intervention should be when those numbers are too low, too high, or just right but the expected outcomes aren't coming. For sales leaders, there needs to be a section on KPIs that provides the metrics they should focus on that drive meetings, opps, and revenue as well as benchmarks for each. Then, the way you make a playbook that people actually use instead of skimming once and forgetting about it, is to create a one-pager for each role that gives them just the need to know information that’s in the playbook for them specifically. This should be no more than 3-5 things that if they get right, will really move the needle. Less is more with these things

Hey Sales Leaders, Being a high-performing sales manager means you're constantly pulled in different directions. Balancing the demands from upper management with field concerns can feel like a non-stop pressure cooker. So where do you prioritize? Your role as a coach is pivotal to your team's success. Sure, you've got to navigate corporate policies and field issues, but where the real magic happens is in the trenches with your team. In my years in management, working with your team is where you see tangible results. From strategizing to analyzing performance metrics, the direct engagement pays off big time. And let's talk numbers—because they don't lie. Teams that receive robust coaching support consistently outperform their peers. Some studies even boast jaw-dropping performance boosts, like an 8000% increase! Admitted that is a little dramatic! Now, I get it—time is precious. But investing in quality sales training programs isn't just an expense; it's a strategic move that pays dividends. And you don’t have to do all the training, use one of the excellent programs available to expand your leadership. It’s not a cost, it’s an investment. Check us out at www.theinsidejob.net Sales drives business, and the Inside Job drives sales! See you at the top!

It's rough on sales leaders these days. I get it. I've been where you've been multiple times. But here's what I've learned during times like these: • Strategy is hard. • Execution is harder. • Consistent execution? That’s the hardest. 🧁 Doing nothing is super easy. 💩 But that's a recipe for failure and getting your behind fired. I've seen too many sales leaders get stuck in endless planning mode...waiting for the "perfect" moment or strategy. ✅ Here's the reality: perfect doesn’t exist. Once, I watched a leader keep tweaking a plan, holding off execution for weeks. "KG, it's not ready yet." And you know what happened? Nothing. Talk is cheap. Ideas are everywhere. But consistent action? That’s rare. Get on it. If you're struggling to move the needle, ask yourself: Are you overthinking? Or are you actually executing? Here’s the deal: 1️⃣ Build a strategy that’s good enough 2️⃣ Execute like your job depends on it (because it does) 3️⃣ Measure and adjust along the way Sustained action beats endless planning every single time. The only thing worse than a flawed strategy is a strategy with no action. PS: Figure out if your new Head of Sales is going to work out or not with my free guide: The link is in the first comment

Check out what other Sales and Revenue leaders are doing that's making them successful! #RevenueEnablement #SalesEnablement #SalesProductivity #AI #Revenue #Sales #Enablement #Onboarding #LMS #Coaching #Training #LearningAndDevelopment #RevenueIntelligence #RevenueOperations #RevOps #ProductMarketing #CMS #ContentManagement #CRO #Growth

Here are some of the main challenges faced by sales leaders: 1.⁠ ⁠Motivating sales team: Sales leaders must keep their team motivated, especially in tough times, by finding effective ways to engage and inspire them. 2.⁠ ⁠Managing sales targets: Striking a balance between growth aspirations and market realities is a constant challenge. Sales leaders must set realistic targets that align with market dynamics. 3.⁠ ⁠Managing sales pipelines: Effective pipeline management is crucial. Sales leaders need to ensure a steady flow of leads and convert them into successful sales while tracking progress and maintaining an optimal pace. 4.⁠ ⁠Hiring and retaining top talent: Attracting and retaining exceptional sales professionals is a priority. Sales leaders must identify suitable candidates, facilitate seamless onboarding, and provide ongoing training and support. 5.⁠ ⁠Adapting to changing market conditions: Agility is key in adapting to rapidly changing market conditions. Sales leaders must stay updated on trends and technologies to adjust sales strategies and stay ahead of the competition. Why not book a call with me today to see how I can help your Sales Leaders with their challenges? https://lnkd.in/erebnnQx

🔑 Unlocking Success: The Importance of Sales & Service Operations 🔑 Sales Operations is crucial for driving efficiency and effectiveness in sales teams. While its roots date back to the 1970s, today's Sales Ops plays a much broader role in supporting frontline sales by providing strategic direction and streamlining processes. Key Benefits of a Formal Sales Operations Team: -Data-Driven Strategies: Empowering informed decision-making. -Streamlined Processes: Enhancing sales workflows for greater productivity. -Improved Hiring Practices: Elevating recruitment and onboarding. -Strategic Coverage Models: Optimizing territory planning to boost sales. -Focus on Selling: Allowing sales reps to concentrate on what they do best. For a deeper dive into the roles and objectives of Sales Operations, check out this solid article: Sales Operations 101: Roles, Objectives, and Keys to Success. Let’s elevate your sales strategy! #SalesOperations #SalesStrategy #SalesLeadership #Leadership #CareerAdvice #ProfessionalGrowth #ProjectManagement #CareerJourney #SalesStrategy #ClosingDeals #SalesTechniques #BusinessSuccess #SalesSuccess #CustomerCentric #ExecutiveLeadership #BusinessDevelopment  #RelationshipBuilding #SalesStrategy #SalesExcellence #SalesProductivity #CustomerSuccess #SalesLeadership #NoPressureSales

The first time I built a sales team, I burned precious cash for almost a year as it dramatically underperformed. Here's what I learned. But first, the story: I started by hiring some experienced, highly recommended reps from companies in a similar space. ✅ I built an elegant comp program by consulting experts. ✅ I set up the sales process in the CRM and made decks about how the motion should work. ✅ I followed the deals, did pipeline reviews, and met with the team regularly to problem-solve issues they were experiencing. But we were dramatically missing quota, and I had no idea why. So I resorted to the most common explanation: the product or the reps were underperforming. But in hindsight, I was the one underperforming. Because I was leading the team all wrong: ❌ I didn't have a way to figure out why we were losing deals ❌ I didn't know how to help my team improve in the problem areas ❌ I wasn't getting in the weeds enough by watching calls and doing sales work to give the team the leadership they needed Now, as I'm building a sales team again, I've talked to dozens of sales leaders about how they lead their teams and help them improve. Viktor Hatfaludi from Revenue Ramp is one of those leaders. He helped me take what I've learned and write a simple 3-step sales coaching guide that helps you... 1️⃣ Diagnose where your team needs to improve 2️⃣ Develop a plan to improve and 3️⃣ Follow-up to make sure improvement happens While this is meant for new sales leaders, there are nuggets for everyone—including founders doing founder-led sales. I hope it's helpful, and I'd love your feedback! (Link to the guide is the comments)👇