In this episode, we dive into the role of a sales manager and how to approach it in a way that focuses on problem-solving. I apologize for initially underestimating the complexity of describing the salesperson's role, but I want to shift your perspective. Instead of solely focusing on achieving sales goals, I want you to see your role as a problem solver.

To start, I encourage you to create a playbook outlining the steps and actions necessary for a successful career in sales. Throughout the year, you will undoubtedly learn from your experiences, make mistakes, and face both triumphs and challenges. But by the end, you should be able to outline the most effective approach for achieving sales.

Another analogy to help you view your role is that of a person in a new territory looking for easy sales. You need to discover the best methods for connecting with people, whether it's through emails, phone calls, events, or other means. The key here is to position your role as one that solves problems.

I also want to assure you that you were chosen for this role because of your strengths, abilities, and personality. We have every confidence in your potential to successfully meet the challenges that come with this position. By presenting the job in this way, I'm giving you a mission and have great expectations for your success.

During coaching sessions, I stress the importance of problem-solving and ensuring that our team is always focused on finding solutions. I emphasize that making mistakes is part of the learning process, but not taking any action is what truly hinders progress.

To provide a practical framework for managers, I suggest holding three meetings each week. The first meeting is a pipeline review where any changes are discussed, and tasks are identified. This allows for a clearer understanding of the current sales landscape. The second meeting is a preparation session where challenging prospects and strategies are discussed to ensure everyone is prepared for upcoming opportunities. Finally, an insights meeting is crucial for analyzing data and tracking progress.

By implementing these regular meetings, managers can cultivate a strong sales culture, foster continuous improvement, and be seen as a valuable leader by their team. The goal is to motivate and inspire, much like spymasters do in spy movies, recruiting agents through excitement and personal appeal.

With this approach, I believe you can lead your team to success, build a problem-solving mindset, and create a dynamic and thriving sales environment.

0:00:59 Manager's Role: Aligning Salesperson's Understanding of Their Role
0:05:00 The Role as Problem Solving and Personal Strengths
0:07:14 Manager's Job: Putting Salespeople on a Mission
0:10:08 Importance of Preparation Meetings for Sales Team
0:11:45 The Role of Pipelining and Insights Meetings in Sales Management