The Funnel

Welcome to The Funnel a sales podcast focused on topics like sales process, sales management, coaching, development, inbound lead engagement, sales and marketing alignment and anything that revolves around the relevant aspects of selling managing and leading a high performance sales team.

Episode 234: How Sales Management can Avoid the Echo Chamber.

As sales managers, we sit and talk to those who have the same ideas and belief systems that we do, and through our conversations with them, they reinforce our beliefs. When we don’t step outside that echo chamber we never get other ideas or thoughts. And when you don’t open yourself up to the opportunity to have a deep discussion and solid disagreements you’re stuck in that echo chamber. Today on the funnel we discuss how sales management can avoid the echo chamber altogether

Episode 232: Sales Leaders Do you Listen to Your Team?

Attention sales leaders do you listen to your team? Before you jump the gun and say yes take a moment and think about it. How many times has a rep come in your office and you’ve completely zoned out while they talked? Today we talk about the best ways to communicate with your team, how to solve the problem, and focus on the future.

Episode 231: Sales Managers First 100 Days.

The sales managers first 100 days are critical in building a good foundation that will ensure success for both you and your sales team. Today on the funnel we talk about those first 100 days by breaking it down into manageable 30 day chunks and then discussing the takeaway.

Episode 230: Sales Managers: Creating a Successful Sales Culture 101.

If you’ve been listening to this podcast for a while you probably already know how to create a successful sales team. But how to you create a successful sales culture? Today on the funnel we talk directly to our sales managers about what it takes to build a successful sales culture, walking the same path, including the team, making it personal, and valuing their sales reps.

Episode 227: 5 Keys to Finding and Developing High Performing Salespeople.

Finding sales reps isn’t difficult, but finding high performing salespeople? That’s an entirely different story. Today on the funnel we discuss the 5 ways to find high performing sales reps. Starting with a review of yourself, a review of your past mistakes, the proper use of the sales candidate assessment, a good interview process, and a sales development program.

Episode 225: Why Sales Training Fails and How to Fix it.

Sales training is the process in which your sales managers and reps are properly trained on the essentials for sales success. Whether this be the CRM, product, presentation, or pricing the sales training covers it all. Today on the funnel we discuss why most sales training fails and what you can do to fix it.