Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 40: Strategic Guide to Creating a Winning Sales Team - Max Cates
How do you become a strong leader? How do you encourage your team to be not just good, but great? My guest today is an expert on managing sales teams and the author of Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration. Max Cates is here to discuss why sales managers should focus on continuous improvement, what separates the good managers from the bad, and using the Six Sigma process for eliminating defects and improving your team.
Episode Highlights:
- How Max Cates got started in sales management
- Discussing Seven Steps to Success for Sales Managers
- Why sales superstars make poor managers
- Implementing a tactical plan for your sales team
- The millennial sales team
- Six Sigma for sales
- The McKinsey Issue Tree
- Setting good stretch goals
Resources:
- Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration by Max Cates
- Six Sigma
- McKinsey Issue Tree
- Connect with Max Cates on Linkedin
Quotes/Tweets:
“Great salespeople usually make poor managers” - Max
“The lone wolf manager can’t manage a millennial sales team. They like collaboration.” - Max
‘It’s a lot easier to be a successful leader than it is to be a poor manager.”- Max
“Stretch, but don’t overstretch when you’re making goals” - Max