By 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:

Accelerant Consultants

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

In this first episode of 2025, Mike is simple and straight forward tackling one of the biggest obstacles to sales success that he is currently seeing — sales managers, salespeople, and entire sales teams who have lost sight of their primary job and lost focus on WINNING NEW SALES!

Too many sellers and leaders are engaging in tension-relieving activities instead of goal-achieving activities. They’re busy but not productive. They’re distracted by lower-payoff tasks and not prioritizing the only three sales verbs that matter — Create. Advance. Close.

Listen in for a refresher on the power of time-blocking high-payoff activities and the importance of identifying and eliminating “Time Draculas” — those non-revenue generating, lower-value activities that suck an exorbitant amount of sellers’ time and energy and keep them from building pipeline and closing deals.

Mike concludes the episode with a helpful, practical example of a salesperson who experienced a major breakthrough simply by identifying and addressing one massive Time Dracula that was stealing his selling time.

RESOURCES MENTIONED IN THIS EPISODE:

Episode 57: The #1 Reason Your Sales Team Is Not Bringing In More New Business

The New Sales. Simplified. Video Coaching Series

Chapter 14 in New Sales. Simplified.

Supercharge Your Sales Leadership Event

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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

Episode 86 is packed with several of Mike’s biggest takeaways from his work in 2024. Buckle up as he unleashes blunt observations touching on various topics including…

• C-Suite and corporate executives who’ve completely lost sight of the sales manager’s primary job
• How the “slowdown” and having to sell into economic headwinds has exposed a significant number of salespeople (who thrived “fulfilling demand” when business was dropped in their laps) lack the propensity and ability to “create demand” and new opportunities in the pipeline
• The unpopular reality that the past five years of working virtually has taken its toll on the career development of sellers – particularly new salespeople whose careers started during Covid and who’ve never benefitted from working alongside more experienced sales professionals

Mike then offers an exhortation for sales leaders to radically focus in three simple, specific areas to drive more NEW SALES in the year ahead.

Finally, Mike wraps up inviting listeners who are interested to stay for “the episode after the episode” where he shares his gratefulness and personal reflections on a record year.

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RESOURCES MENTIONED IN THIS EPISODE:

The First-Time Manager: Sales

February 19th Supercharge Your Sales Leadership Full-Day Intensive

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