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

Rate, Review, & Follow If you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode! I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.