11. Mario Di Mascio focusing on pipeline reviews and forecasting

Summary

In this conversation, Mario and Steve discuss various aspects of sales management. Mario shares his journey into sales management and emphasizes the importance of helping others succeed. They discuss the characteristics of a good sales manager, the challenges faced by new sales managers, and the impact of AI tools on sales management. Mario also highlights the importance of pipeline reviews and forecasting meetings in gaining visibility and transparency. He shares his approach to team workshops and the value they bring in driving collaboration and problem-solving. In this conversation, Steve and Mario discuss various aspects of sales management. They cover topics such as mutual action plans, forecasting, and the role of a sales manager. Mario emphasizes the importance of building relationships with both the team and upper management, being transparent and honest, and putting people in the right positions. He also shares his biggest mistake as a sales manager and his biggest triumph. Overall, the conversation provides valuable insights for new sales managers.

Keywords

sales management, journey, helping others, characteristics, challenges, AI tools, pipeline reviews, forecasting, visibility, transparency, team workshops, collaboration, problem-solving, sales management, mutual action plans, forecasting, relationships, transparency, honesty, team building

Key Takeaways

Sales managers should have a desire to help others succeed and a passion for success.

Being a good sales manager requires a balance of technical skills and the ability to relate to and lead a team.

New sales managers face challenges such as increased visibility and responsibility, and the need to navigate AI tools effectively.

Pipeline reviews and forecasting meetings are crucial for gaining visibility and transparency in sales.

Team workshops can foster collaboration, problem-solving, and accountability within the sales team. Build strong relationships with your team and upper management

Be transparent and honest in your communication

Put people in the right positions for success

Learn from your mistakes and celebrate your triumphs

Take the time to understand your team and their strengths

Challenge your team to achieve ambitious goals

Sound Bites

"I got into sales management really, really early... I was a much better coach, leader, manager."

"First line sales management is one of the most difficult and important jobs... you're responsible for seven to ten people and their success."

"AI software tools can rate your chances of winning a deal... it can give you prompts and score your deal."

"It's called a mutual action plan because it really should be shared with the customer and the customer agrees to it."

"I would strongly recommend people to do that. But it's not easy."

"You have to be totally transparent. What you're doing, you know, what it looks like, what the interdependencies are."

Mario profile: https://www.linkedin.com/in/mariodimascio/