Sales Managers

Janie Wall is back again, this time sharing her sales coaching secrets including what she learned from her mentor that informs her coaching today.  Janie shares specific actions that increase the skill, motivation, and success of her sellers. 
About Helen's Guest:
Janie Wall joined DefenseStorm in November 2020, bringing with her over 15 years of technology sales experience. Janie is a self-described ‘sales geek’ that is passionate about helping companies develop go-to-market strategies to drive revenue acceleration.  Janie believes that sales coaching is the most under-prioritized responsibility of a sales manager and loves to leverage data to improve performance and drive results – building a data-driven, connected, coaching culture.  It’s important to use key metrics to drive coaching.  But to make metrics and coaching meaningful, it’s paramount to lead with empathy and never forget that, regardless of title, we are all just humans trying to achieve the same goal.  

How do we know how our sellers are performing?  Have we set clear outcome-based goals?  Often performance is more than just making quota.  It is also contributing to the team culture, leading the team to secure resources on behalf of the customer, delivering value, and fostering deeper customer relationships.  When talent is so scarce don’t we owe it to ourselves and our team to dig in a bit deeper and really understand what's going on?  In this episode, Helen Fanucci and Susan Finch discuss these questions and more.

Are you a Sales Manager, sellers want to work for? Would you work for you? Do you understand your people, their ambitions, their fears, their goals? Do you know why an unprecedented $4M people quit their manager each month? (Surveys say, employees quit managers, not companies.)  Each one has their own reason. Sales Managers like you and me, have an outsized influence on whether our sellers stay or go.  In this episode, we will explore what Sales Managers must do in this crazy hybrid world to keep their top talent. Join Helen Fanucci and Susan Finch for this episode of Love Your Team, "How Green is Your Grass?"

The pandemic has accelerated the shift to hybrid work. Company competitiveness is at stake when top talent is scarce and all companies on the planet compete for the same talent. Sales managers have never been more important to retaining talent and supporting their team’s success. How do you achieve your sales goals when your team is remote and requires flexibility to work when and where they want? Listen in as Helen Fanucci and Susan Finch discuss the critical role sales managers play in this episode of Love Your Team, "A Golden Opportunity for Sales Managers".