The myths sales managers believe that keep them from leading their teams

07/27/23 • 13 min

The episode also touches on the mindset of sales managers. Duane Dufault points out that many first-time sales managers, as well as senior sales managers, often have a misguided perspective on their role.

They may focus too much on managing from a numbers perspective, constantly monitoring metrics and performance indicators. Duane suggests that true sales leadership involves helping the team develop and become more effective sellers rather than solely focusing on managing their behavior and adherence to goals.

One of the key responsibilities of a sales leader is to understand and address the roadblocks that hinder their team's performance. These roadblocks can range from skill gaps to inefficient processes or tools. Duane suggests that one of the biggest roadblocks in sales is the lack of necessary skill sets among sales leaders and managers. Therefore, a servant-minded sales leader should actively work on developing their team's skills by providing coaching, training, and support.

[00:00:20] Sales leadership misconceptions.

[00:04:24] Sales roadblocks.

[00:08:21] Serving your sales team.

[00:10:07] Servant-minded leadership.

[00:12:16] Improving product for better deals.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

[00:00:20] Sales leadership misconceptions.

[00:04:24] Sales roadblocks.

[00:08:21] Serving your sales team.

[00:10:07] Servant-minded leadership.

[00:12:16] Improving product for better deals.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

Previous Episode

The path to CRO is broken, here's how we fix it, with Sam Jacobs from Pavilion

Sam Jacobs and Duane Dufualt discuss the concept of "growing at any cost" in the tech industry. They question whether this strategy of aggressively grabbing market share and spending large amounts of money actually pays off in the long run. They mention companies like Slack and UiPath as examples of successful businesses that have grown rapidly. They also explore the influence of boards and competitive pressure in driving this mentality.

Duane Dufualt discusses the idea that strengthening a business's position doesn't always require spending more money. They emphasize the importance of solidifying relationships with existing customers and forming partnerships as a way to create value without incurring additional costs.

They highlight the significance of understanding customers and creating the relationships that customers need. This involves prioritizing the right actions and taking the time to do the unsexy things that put a business in the best position in the long term. Flashy widgets and expensive marketing campaigns are not sustainable strategies for enhancing a business's position.

[00:01:31] Competitive pressure and anxiety.

[00:03:06] Mark Roberge's acceleration formula.

[00:05:39] Understanding business sustainability.

[00:10:37] The expectation for growth.

[00:11:25] The Fed printing money.

[00:15:58] Strengthening position without spending.

[00:18:15] Wartime versus peacetime mindset.

[00:20:29] Sophisticated revenue growth strategies.

[00:24:09] The risk of limited perspectives.

[00:28:19] Building a network outside of work.

[00:30:36] Side hustles and loyalty.

[00:34:10] Building a community.

[00:36:55] Understanding the piano and financial statements.

[00:39:10] Making data-driven decisions.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away

Next Episode

Ignite Your Career, Transform Your Sales, and Reimagine Your Revenue with Adam Jay

Duane Dufault and Adam Jay discuss the importance of prioritizing tasks and having a realistic understanding of timeframes to achieve better outcomes and avoid falling into the trap of impatience. They highlight the common problem of founders and venture capitalists who believe that everything is urgent and a priority, leading to a sense of impatience and unrealistic expectations. Adam Jay emphasizes that if everything is urgent, then nothing is truly urgent or a priority.

They explain that it is crucial to listen to experts who can provide realistic timelines and expectations. By understanding how long it will realistically take to make changes or achieve certain goals, founders can set more achievable targets and avoid the disappointment and frustration that come with unrealistic expectations. Adam also mentions that impatience is a mindset that often stems from the desire for immediate returns, but it is not necessarily the best approach for long-term success.

The episode also touches on the idea that fast growth does not always equate to good growth. While there are examples of companies that have experienced rapid and successful growth, Adam suggests that slow and steady growth is often more sustainable and ultimately leads to better outcomes. They compare the journey of building a business to a marathon rather than a sprint, emphasizing the need for deliberate and thoughtful growth strategies.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right away