Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
The Sales Management. Simplified. Podcast with Mike Weinberg
Release Date: 02/17/2025
1:1 Accountability Cadence + Consistency = A Fresh, Fat Pipeline!
The Sales Management. Simplified. Podcast with Mike Weinberg
In Episode 111, Mike offers a “stream of consciousness” delivering observations and takeaways from leading recent cohort sessions for sales leadership teams implementing the RPA accountability framework. A senior executive asked: “As we roll out the RPA meeting as prescribed, what are two pieces of advice (the two keys) that will guarantee success? Without hesitating, Mike responded with: Cadence Consistency Mike explains why the regular rhythm of the manager-salesperson 1:1 accountability meeting is what actually changes behavior (and culture), and why...
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A Strong Take on Sales DNA: We Need Competitive, Conflict-Ready Sellers in New Business Roles
The Sales Management. Simplified. Podcast with Mike Weinberg
In Episode 110, Mike shares a sad personal update and tackles one of the most important and most misunderstood sales leadership issues: Sales DNA. Prompted by client work, fresh research, and a painfully honest post-race interview from the Indy 500, Mike challenges sales leaders to stop pretending that your “nice,” relational salespeople are going to be successful hunters! Mike also breaks down several aspects of selling (the sales process/cycle) that demonstrate why top new-business salespeople must be highly resilient in the face of rejection, and comfortable with...
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Sales Leadership Q&A: Real Answers to Tough Sales Management Questions
The Sales Management. Simplified. Podcast with Mike Weinberg
In this special Q&A-style episode, Mike Weinberg is joined by sales leadership coach Matt Ferguson for a practical, fast-paced conversation tackling real-world sales management challenges submitted by sales leaders and reps. Mike and Matt dive into topics like: Transitioning from top rep to first-time sales manager Coaching underperformers back to quota Why most pipeline reviews fail Creating proactive hunters instead of reactive order-takers Managing large, geographically dispersed sales teams Helping executives understand complex enterprise sales cycles Packed with honest insights,...
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Prospecting and Pipeline Generation Is Hard: Why Your Sellers Need to Be Too Good to Ignore
The Sales Management. Simplified. Podcast with Mike Weinberg
In episode 108, Mike hosts outbound sales guru, Jason Bay, founder and leader of Outbound Squad. Jason and Mike get in the “Way Back Machine” looking at the evolution of SDRs, what went wrong with that model, and why prospecting is so damn hard today. If your team is struggling to book meetings and create new opportunities, this episode is for you as Jason shares strategies that are working right now and what the very best reps are doing to self-generate pipeline! Learn how to become "too good to ignore" by focusing on the right targets, crafting compelling offers, and creating emotional...
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2 Simple Tips to Help Sellers Conduct More Effective Sales Calls: Start and End the Meeting Well!
The Sales Management. Simplified. Podcast with Mike Weinberg
In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings. Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He briefly reviews his common sense outline (from New Sales. Simplified. Chapter 11) for structuring winning sales calls and then dives deeper into both how to start and end the...
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A Bold Statement, Big Issue, and a Breakthrough Book That Took My Breath Away
The Sales Management. Simplified. Podcast with Mike Weinberg
Mike gets asked to read a lot of books about sales and sales management. Most recently, he read Focused – from his Canadian buddy, sales management expert, and former fantasy football adversary, Steve Rosen. Mike was so blown away that he actually asked Steve if he could provide the foreword and help promote the book. Truly, it was that good. So good, in fact, that this was Mike’s visceral reaction… The Bold Statement (from Mike’s foreword): FOCUSED is the single best and most helpful book for sales leaders to be published in years! If you lead a sales team,...
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A Seismic Personal Decision and a Simple Sales Management Checklist
The Sales Management. Simplified. Podcast with Mike Weinberg
Episode 105 starts with a startling proclamation as Mike reveals what feels like a seismic decision to pull the plug on LinkedIn. He transparently shares what’s going on in his mind and heart, along with what he’s reading and experiencing, that prompted this bold (and surprising) move. The episode concludes with a simple, practical sales management checklist that Mike will be working through during a large client’s upcoming annual learning conference. Listen in as he briefly unpacks these Sales Management. Simplified. Fundamentals: Master the 1:1 Accountability Meeting (and the RPA...
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Unlocking Massive Sales Growth: The Power of “Ambition”
The Sales Management. Simplified. Podcast with Mike Weinberg
Dennis Sorensen is back! A former super successful senior sales executive who has built a thriving, multifaceted sales improvement firm, Dennis is embedded inside companies doing real transformational work around sales leadership, playbooks, process-driven selling, and unlocking crazy potential through his concept of Ambition. In this episode, Dennis shares what he’s seeing on the front lines — what’s working, what’s not, and how challenging times are forcing sales leaders to become better coaches and skill developers. We dig into talent gaps, the idea of “everboarding” (not just...
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“The Strength of Talent” - To Grow Our Sales We Need to Grow Our People
The Sales Management. Simplified. Podcast with Mike Weinberg
This first release of 2026 features talent guru, coach, and leadership team expert, Mike Goldman, who played a formative role in Mike Weinberg’s life on a college campus 39 years ago! Goldman’s most recent book, The Strength of Talent, is a USA Today National Bestseller, and packed with wisdom and practical advice for sales leaders. In this engaging dialogue, Mike and Mike touch on everything from the stupidity of annual performance reviews, to the importance of re-recruiting our highest performers. Listen in as Goldman challenges leaders who declare “our people are our most...
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Biggest Takeaways from 10 Years Working to Increase Sales Management Effectiveness
The Sales Management. Simplified. Podcast with Mike Weinberg
Mike celebrated the 10th anniversary of the release of Sales Management. Simplified. with a free, live “THANK-YOU” web session for sales leaders. Episode 102 is the audio recording of that session where Mike shared his biggest lessons and takeaways from the past decade working to increase sales management effectiveness and answered 15 questions submitted by leaders who registered for the session. He also announced a . If you’d prefer a video recording of the session, you can . RESOURCES MENTIONED: Sales Management. Simplified. - The Sales...
info_outlineBy popular demand, Greg Stanley returns for Episode 88.
Greg was recently featured in Episode 85 where he and Mike covered a variety of topics but barely scratched the surface on compensation plans. The feedback was so positive from that conversation with many listeners specifically requesting a full episode dedicated solely to sales comp, Mike got him back on the show as quickly as possible.
While Mike has been quite outspoken (in Chapter 10 in Sales Management. Simplified. and Episode 54) about his three big pet peeves regarding sales compensation (1. Plans that are too flat. 2. “Commission Annuities.” 3. Not rewarding New Sales), Greg Stanley is a true sales compensation wizard!
Take a listen as Greg shares his approach and several practical, powerful tips to get your compensation plan driving the desired sales behaviors and results.ok at a salesperson’s “revenue contribution” rather than simply looking at “revenue attribution.”
RESOURCES MENTIONED IN THIS EPISODE:
Greg on LinkedIn
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This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg