Explore the intricacies of effective sales team management in this enriching episode of the Stronger Sales Team podcast featuring sales expert Ben Wright. As Ben recounts his journey from a top-performing salesperson to a seasoned sales leader, he underscores the importance of structured learning and mentorship in overcoming the challenges inherent in sales leadership roles. This episode delves deep into strategic approaches like the three box model, designed to streamline sales performance metrics, thus aiding sales teams in achieving and exceeding their targets efficiently. This episode is a rich resource packed with insights for those aspiring to excel in B2B sales management.

Key Takeaways:

• Three Box Model: A profound tool comprising the metrics of the number of meetings, active pipeline size, and sales achieved, helping managers maintain focus and drive performance.

• Energy, Strategy, and Talent: Aligning the three box model with the TeamSTEP model, Ben highlights how energy, strategy, and talent are crucial levers for achieving sales excellence.

• Clear, simple metrics enable sales teams to keep sight of their goals and avoid the pitfalls of overcomplicated data which can impede alignment and performance.

• Ben emphasizes shortening learning cycles for new leaders through training and mentorship to avoid years of struggle.

• The podcast discusses the broader journey

Time Stamps:

0:00 Intro

2:36 Revisiting Episode 15

4:30 “ Vulnerable Moment”

9:30 The Three-Box Model

10:21 Lighting the Fire Underneath

11: 33 Being Clear on the Metrics to Our Team

13: 11 Simplifying the Sales Metrics

13: 37 First Box: Number of Meetings

14:17 Second Box: Active Pipeline Size

15:25 Third Box: Sales

16:44 Measurement

17:09 Team Step Model= Three-box Model

18:33 The Three-Box Model Details

23: 20 Helping a Team Member Close

24:57 How to Implement the Three-box Model

26:14 Health and Fitness Tip

27:05 Outro

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