If you are in a leadership role—whether you are a Regional Sales Manager, Vice President of Sales, or hold any other title—this message is for you.
Recently, during a guest appearance on The Find Your Leadership Confidence Podcast with Vicki Noethling, I was asked a crucial question: “What advice would you give to new sales managers?” My answer was simple yet powerful: Listen to your staff.
Leadership is Built on Connection, Not Commands
Imagine walking into a team that’s already established, filled with people who have worked hard to reach where they are. The temptation to assert control by immediately restructuring, reorganizing territories, and making quick judgments can be strong. But what does that create? Often, it leads to resistance, resentment, and demotivation across the board—even among top performers.
The reality is that people want to feel understood, valued, and supported. When abrupt changes are imposed without first understanding the team, the result is often lost productivity and disengagement. In fact, it’s often the top performers—the very people you rely on—who start listening to offers from elsewhere.
Ask, Listen, and Lead
The most effective leaders know the power of asking the right questions and actively listening. By building genuine connections with your salespeople, support staff, and even customers, you create an environment of trust. A stable, motivated sales team will consistently drive pipeline growth, retain clients, and create new opportunities.
Start with a plan but keep it adaptable based on what you learn from your team. Here’s a framework to help you connect, engage, and lead effectively:
1. Team Meeting: Setting the Stage for Success
- Welcome your team with enthusiasm and appreciation for their past achievements.
- Encourage them to share what excites them and where they see opportunities for improvement.
- Ask what they value and what they would change to enhance their success.
- Let them know that individual meetings will follow, and that you’re here to support them.
2. Individual Meetings: Building Trust and Gaining Insight
- Approach each meeting with a positive, open mindset.
- Conduct a thorough business review, but focus on understanding, not judging.
- Ask open-ended questions to gather insights. Your goal is to identify what drives each individual and how you can align that with the team’s objectives.
- Use the information you gather to set clear, consistent expectations for everyone.
3. Ongoing Communication: The Key to Lasting Relationships
- Regular, honest communication is essential. Salespeople need to feel they can approach you with challenges and opportunities alike.
- Your role is to remove obstacles and provide the resources they need to succeed. By staying in tune with their needs, you’ll be better positioned to lead effectively.
Leadership is About Respect and Results
When you lead with respect, understanding, and a focus on consistent results, you’ll see the benefits ripple through the entire team. Your involvement and active participation will create an environment where everyone is moving forward, focused on creating opportunities and closing deals.
I’ve led sales teams for over 30 years, across both large and small organizations. The results of treating people with respect, confronting challenges directly, being transparent, and celebrating even small wins have been clear: strong sales performance, high employee retention, and a team culture where people want to be part of something successful.
Ready to Take the Next Step?
The strategies shared above are just the beginning. There’s a lot more that goes into managing a high-performing sales team day in and day out. At BeenThere Consulting Services, we specialize in real-time coaching, helping you address immediate challenges while building sustainable strategies for future growth.
Are you ready to elevate your sales performance? Contact me at:
Email: Phil@BeenthereCS.com
Schedule a meeting: calendly.com/BeenThereCS
ABOUT PHIL WHITEBLOOM 
Phil has spent over 40 years in sales leadership, guiding teams to achieve billions in revenue for clients ranging from Fortune 500 companies to government entities, educational institutions, and more. His proven track record in building high-performing, diverse teams has earned him numerous accolades.
Send Phil an email Phil@BeenThereCS.com and let him know what sales topics you would like him to write about. How can he help you?
The BeenThere/SoldThat Podcast
oin Brianna Hendley of Achievant Business Coaching Achievantcoaching.com and Phil Whitebloom as they cover sales and business-related topics designed to build your skills and increase your knowledge. Their mission is to provide you with takeaways to help you achieve your goals and dreams.
Click on this link to listen to the Been There Sold That Podcast. Or search Been There Sold That Podcast on your favorite podcast platform.
More from BeenThere SoldThat
Want to know what programs you can participate in to grow your sales and business? Go to BeenThereSoldThat.com and see what programs are available.
Achievant Business Coaching, Your GPS to Success
Brianna Hendley, the founder and CEO of Achievant Business Coaching has a wonderful program underway. Do you want to accelerate your success? Click below to learn more. Achievantcoaching.com
You Must Write a Book
You Must Write a Book
Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links: YOU MUST WRITE A BOOK 
BeenThere Consulting Services, LLC
BeenThere Consulting Services is a sales coaching company. Coaching is more than training. We work with your specific sales needs in real-time. We address what is impacting your business now, while creating enhanced processes and developing skills for future success. Our promise is that you will have actionable take-a-ways after each meeting, which will increase your sales and benefit your business overall.
No one program fits every need. We offer a variety of options to meet the needs of those who want to improve their sales.
One-to-one coaching: Custom programs designed to meet client’s needs.
BeenThere Sales Coaching Hour: Group Coaching focused on specific topics and skills development.
BeenThere/SoldThat Mastermind SB: High-end group coaching for small business owners, where members work together to solve problems for themselves and others.
How to contact us
To determine which program will work for you or someone you know, contact us at Beentherecs contact-us.
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