The Business Fixer Blog by Wes Schaeffer, The Sales Whisperer®

Unlock Your Sales Team's Full Potential: Geoff Ketterer

Written by Wes Schaeffer | Mar 26, 2025

"Good leadership is the cornerstone of everything."

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Sales Tips you'll learn today on The Sales Podcast...

00:00 Introduction and Background
02:15 The Role of Leadership in Sales Management
05:15 Accountability and Ownership in Management
10:55 Communication and Team Dynamics
15:13 Identifying Underperformance Causes
20:12 The Importance of Emotional Stability in Sales
22:58 Developing Leadership Skills
23:30 The Importance of Leadership in Sales
25:19 Balancing Skills and Leadership Training
27:03 Quality Control in Sales Management
29:00 Immediate vs. Long-term Results in Sales Training
30:08 Focusing on Top Performers
32:20 The Role of Marketing in Sales Success
34:51 Improving Lead Quality
36:35 Global Client Engagement and Cultural Insights


  • Good leadership is the cornerstone of everything.
  • The buck stops with you as a manager.
  • Sales managers often lack interpersonal skills necessary for effective leadership.
  • Praise in public, criticize in private to maintain team morale.
  • Emotional stability is crucial for sales performance.
  • Accountability is key; managers must own their team's performance.
  • Communication is essential for team dynamics and morale.
  • Identifying the root cause of underperformance is vital.
  • Investing in management training is crucial for success.
  • A happy team is a productive team. Investment in sales leadership is crucial for reducing churn.
  • Team-building activities are not a substitute for good leadership.
  • Quality control is essential in identifying sales issues.
  • Immediate results can be seen in leadership training.
  • Focusing on top performers can elevate the entire team.
  • Early disqualification of leads improves sales efficiency.
  • Sales and marketing alignment is vital for success.
  • Remote quality control can still yield positive results.
  • Skills training takes longer to show results than leadership changes.
  • Simple adjustments in marketing can significantly improve lead quality.

     

The buck stops with you as a manager.”

GUEST INFO:

  • Guest Site: https://geoffk.vip/
  • Guest LinkedIn: https://www.linkedin.com/in/geoffketterer/

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