E125: How Sales Leaders Can Avoid Costly Trade Sales Management Mistakes with Glenn Poulos
Sales Growth Made Simple: For Trade, Construction & Industry Leaders · Ben Wright
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Show Notes
In this episode of the Stronger Sales Teams, Ben Wright engages in an insightful conversation with Glenn Poulos. Together, they examine the rapidly evolving sales landscape, with Glenn highlighting a growing overreliance on technology at the expense of genuine, face-to-face client interactions. He underscores the importance of robust onboarding processes, meaningful metrics, and well-structured compensation plans in driving team performance. Emphasising accountability, Glenn details how consistent check-ins and clear expectations are essential to creating disciplined, results-driven sales teams.
About the Guest:
Glenn Poulos is a highly experienced entrepreneur and sales executive, boasting more than four decades in the sales arena. He currently serves as President of ProgUSA, a leading distributor in the electrical testing and measurement equipment industry. Throughout his career, Glenn has built and successfully exited businesses valued in the eight figures. He is also the author of Never Sit in the Lobby, a practical guide offering actionable strategies for sales professionals to close more deals and sidestep common missteps. As a respected speaker, podcast host, and LinkedIn Top Voice, Glenn is widely regarded for his forthright and insightful approach to cultivating high-performing sales teams.
Key Takeaways:
- Sales teams must balance virtual selling with face-to-face meetings to understand customer challenges and competitors.
- Clear onboarding programs and consistent metrics are essential for setting salespeople up for success.
- Align compensation with company values to motivate the right behaviours and drive business goals.
- Implement clear expectations, public goals, and disciplined check-ins to maintain accountability within the team.
- Simplify offerings, clear out non-real deals, and double prospecting efforts to ensure growth and hit targets.
Time Stamps:
0:00 Intro
0:58 Guest Introduction
2:41 About Glenn Poulos
6:59 The Most Common Mistakes Sales People Make
11:15 How High Performing Sales Teams Are Built
17:14 Building Accountability In The Sales Process
21:55 Supercharging Growth Of The Business
25:40 Guest Socials
26:22 Outro
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