Sales Management Mentor

Nancy Withers

Imagine manager coaching specifically created for sales managers. The Sales Manager Mentor Podcast, hosted by Nancy Withers with over a decade of experience leading successful Fortune 500 teams, is here for you!.

You can stop guessing about how to communicate effectively with your team and how to develop a positive team culture. The Sales Management Mentor podcast provides you with management principles, strategies, and tools that work, so that you can develop a great team right from the start. Get inspired with each episode that is designed to help you take immediate action with practical guidance for building a great team.

It is very likely that given enough time, you will become an amazing sales manager on your own but the Sales Management Mentor Podcast can help you get there faster. We are on a mission to improve teams one sales manager at a time. If you are a sales manager or want to be one, you are in the right place, so welcome!

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Episodes

3 Step Career Development Plan To Use With Your Team
6d ago
3 Step Career Development Plan To Use With Your Team
Are you looking for how to work on career development with your team but are unsure how to get started? Discover a simple, three-step plan that’s easy to implement and will help your team members get your support for developing their careers.Why Career Development is ImportantDid you know that 97% of employees want to focus on career development? Offering these opportunities, especially to your top performers, can lead to higher engagement, better performance, and increased retention.The 70-20-10 Learning RuleAccording to the Center for Creative Leadership, the best way for leaders to learn is through:70% Challenging Experiences20% Developmental Relationships10% Formal EducationThree Simple Steps to Career Development1. Identify Future Roles: Help your team member choose a role two levels above their current position and find a job description for it.2. Assess Strengths and Gaps: Encourage a self-assessment where they list their strengths and areas for improvement based on the job description.3. Develop Skills through Activities: Plan development activities using the 70-20-10 rule. Easy Implementation TipsUse the free template provided to streamline the process.Set up separate meetings for career development discussions to give them the attention they deserve.Check in every six months to review progress and adjust activities as needed.Career development doesn’t have to be overwhelming or take a lot of time. With this plan, you can support your team’s growth in a structured, manageable way. Let’s make career development a rewarding part of your role as a manager!Links3 Step Career Development System TemplateThe 70-20-10 Rule for Leadership Development by Center for Creative Leadership
#11 Three Myths About Effective Team Meetings
Jul 9 2024
#11 Three Myths About Effective Team Meetings
In this episode, we dive into the secrets of running engaging and productive team meetings. We break down three common myths that often hinder effective meeting dynamics.Myth 1: The Leader Should Do All the TalkingIt's not about the leader dominating the conversation. Instead, mixing up meeting formats can significantly boost team buy-in. Encouraging team members to present on their expertise or current challenges fosters collaboration and showcases diverse leadership skills within the team.Myth 2: Natural Conversations Trump Structured AgendasWhile spontaneous discussions have their place, agendas are key to keeping meetings on track. Preparing agendas in advance and prioritizing topics helps maintain focus and ensures that important issues are addressed efficiently.Myth 3: Topics Alone Define Meeting ValueEffective team meetings go beyond just covering topics. They provide auditory learners with reinforcement, offer opportunities for affirmations and celebrations, and build team camaraderie through open dialogue. Embracing silent moments can foster a more conversational atmosphere, where team members can connect on a personal level.Throughout the episode, we share practical tips such as empowering team members to lead meetings, offering constructive feedback for improvement, and using meetings to clarify corporate communications. By implementing these strategies, you can transform your team meetings into time together that inspires collaboration and drives team performance.
#10 The 3 Things You Are Missing When You Assess Your Team
Jul 2 2024
#10 The 3 Things You Are Missing When You Assess Your Team
Ever wonder if you're missing something in your team assessments? In this episode, we reveal the secret ingredient that could be holding your team back. While tracking KPIs and hitting revenue targets are important, there's a whole world of qualitative performance that can make a real difference.Discover how using a sales competency framework can help you measure and improve the behaviors that drive long-term success. Learn why pre-call planning and team dynamics matter just as much as numbers, and get practical tips on how to give feedback that really works.We also share insights from "First, Break All The Rules" on how to prioritize your coaching efforts for maximum impact. Whether you focus on your top performers or those who need a little extra help, we've got strategies to help you build a winning team.Learn about:- Beyond the numbers: why qualitative assessments matter.- How a sales competency framework can transform your team.- The power of specific feedback on behaviors like pre-call planning.- Smart strategies for prioritizing your coaching efforts.Don't forget to grab your free resource, "Five Top Tips for Making the Most Out of Your Reviews," available at https://www.illuminatesalesconsulting.com/5-tips-to-make-the-most-of-your-mid-year-reviews.#SalesLeadership #TeamAssessment #SalesManagement #QualitativePerformance #SalesTips #LeadershipDevelopment #SalesCoaching #SalesSuccess #SalesCompetency #ManagementTips #SalesMentorship #EffectiveTeams #SalesTraining #CoachingSkills #PerformanceImprovement
#9 THE Secret Tool For Assessing Your Team
Jun 29 2024
#9 THE Secret Tool For Assessing Your Team
In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start!1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components, including core competencies, rating levels, and how it ties into job descriptions.2. Building Your Own Framework: Get practical advice on creating a competency framework tailored to your team. We'll discuss how to use job descriptions and annual goals to define competencies and provide clear, observable behaviors for each rating level.3. Applying the Framework: Discover how to use this tool in your day-to-day management. We cover the importance of working with your team, whether in the field or on calls, and how to rate observable behaviors.4. Real-World Examples: Hear real-life stories of how the competency framework helped manage team members at different performance levels—from those needing improvement to high achievers ready for promotion. Learn how to use the framework to give constructive feedback, support development, and advocate for promotions.By the end of this episode, you’ll have a clear understanding of how to implement a competency framework and use it to drive your team’s success. Plus, we have a free resource for you!Go to https://www.illuminatesalesconsulting.com/5-tips-to-make-the-most-of-your-mid-year-reviews to grab it.#salesmanagement #leadershipskills #leadershipdevelopment #feedback #teamdevelopment
#9 THE Secret Tool For Assessing Your Team
Jun 25 2024
#9 THE Secret Tool For Assessing Your Team
In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start!We will cover:1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components, including core competencies, rating levels, and how it ties into job descriptions.2. Building Your Own Framework: Get practical advice on creating a competency framework tailored to your team. We'll discuss how to use job descriptions and annual goals to define competencies and provide clear, observable behaviors for each rating level.3. Applying the Framework: Discover how to use this tool in your day-to-day management. We cover the importance of working with your team, whether in the field or on calls, and how to rate observable behaviors.4. Real-World Examples: Hear real-life stories of how the competency framework helped manage team members at different performance levels—from those needing improvement to high achievers ready for promotion. Learn how to use the framework to give constructive feedback, support development, and advocate for promotions.By the end of this episode, you’ll have a clear understanding of how to implement a competency framework and use it to drive your team’s success. Plus, we have a free resource for you!