A Survival Guide for Sales Managers in a Hybrid World with Helen Fanucci

Retaining Top Talent [00:00:00] The importance of retaining top talent in sales, especially in a remote work environment, and the potential risks of losing top sales talent.

Challenges of Managing a Remote Team [00:03:19] The challenges of managing a remote team and the need for flexibility and clear communication.

Clear Outcome-Based Expectations [00:04:31] The importance of setting clear outcome-based expectations and communicating them effectively to team members.

Building Trust Relationships [00:04:31] The critical role of building strong trust relationships with salespeople, empowering them to do the whole job, and supporting them in their work.

Sales Management [00:06:00] The lack of sales management training and the challenges of transitioning from a sole producer to a sales leader.

Love Your Team Book [00:06:52] The Love Your Team book as a survival guide for sales managers in a hybrid world, with chapters covering various situations encountered by sales managers.

Building Trust Relationships [00:10:32] The importance of building trust relationships with salespeople and understanding their needs to retain top talent.

Coaching and Empowering Team Members [00:13:17] The importance of coaching and empowering team members to maximize their potential and support their ambitions.

Performance Reviews and Focusing on Strengths [00:16:15] The need to focus on strengths during performance reviews and link feedback to the seller's ambition.

Creativity in Career Paths [00:18:32] The lack of creativity in career paths for salespeople and the need for different job levels and promotions within sales.

Retaining Top Talent [00:20:47] The importance of clear communication, outcome-based expectations, and building trust relationships with salespeople to retain top talent in a remote work environment.

Career Journey [00:21:28] The need to be realistic about employees' career journeys and find out what makes them tick to support them and make them want to stay longer.

Empowering Team Members [00:22:38] The importance of empowering team members and building a trust relationship to get better performance and avoid an adversarial relationship between sellers and managers.

Helen's Background [00:23:18] Helen Ucci's background as a sales leader and manager of hybrid teams in tech for over 25 years, and her plans to start her own company.

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