Building Great Sales Teams

Hosted by Doug Mitchell

Business Management Marketing

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330

Latest episode

Apr 2025

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About the show

Building a successful sales program is a complex task that requires a deep understanding of recruiting, training and sales systems. On this show, we explore proven methods of scaling your sales program. We also cover the challenges entrepreneurs and sales leaders face and how they overcame them because we believe you have to be a great leader in order to build a great team!

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April 23, 202520 min

The Last BGST Episode

In this farewell episode, Doug Mitchell announces the conclusion of the Building Great Sales Teams podcast. Reflecting on his journey and experiences, Doug explains his decision to transition into general business consulting and launch a new venture, Texas Shine Co., a home service company focusing on power washing and lighting. He discusses his motivations, the challenges he faced in a recent W2 position, and his ambitious goal of reaching $350,000 in revenue within the first year. Doug also introduces his forthcoming podcast, Texas Biz Dad, which will document the process of building his new business and expand to cover various business topics. He expresses gratitude to his listeners and emphasizes the importance of persistence and resilience in entrepreneurship. Chapters 00:00 Introduction and Nostalgia 00:54 Transition to General Business Consulting 01:54 Ending the W2 Position 03:44 Starting Texas Shine Coat 04:31 Documenting the Journey 05:20 Family Involvement and Future Plans 06:44 Financial Goals and Confidence 08:59 Launching Txbizdad Podcast 11:25 Addressing Doubts and Proving Competence 17:50 Final Reflections and Gratitude Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

April 7, 202517 min

Mental Health Systems for Sales Teams

In this solo episode of 'Building Great Sales Teams,' the focus is on mental health systems for sales teams. The discussion highlights the importance of balancing mental health considerations with maintaining performance. Key points include statistics on burnout and poor mental health in sales roles, practical resilience tactics such as structured breaks, end-of-day rituals, and normalized conversations about stress. The episode also emphasizes the need for leaders to check in on their team members' well-being frequently and ensure their own mental health is taken care of as well. Chapters 00:00 Introduction to Building Great Sales Teams 00:32 Mental Health in Sales Teams 02:02 Balancing Mental Health and Performance 02:47 Statistics on Sales and Mental Health 05:35 Practical Resilience Tactics 09:19 End of Day Rituals and Culture Building 12:26 Checking in on People, Not Just Pipelines 17:53 Personal Mental Health for Leaders 19:35 Conclusion and Call to Action Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

March 31, 20255 min

5 Minute Sales Management Training

This episode provides a concise five-minute sales management training focused on managing individual salespeople. The discussion covers the importance of using a calendar operating system, emphasizing the necessity of discipline and accountability, and the importance of tracking and analyzing metrics to improve conversion rates in the sales pipeline. The episode also highlights the need for regular one-on-one meetings to address issues and provide training, while also noting the importance of being understanding of personal circumstances that may impact performance. Practical tips and actionable steps are provided for new managers, business owners, and trainers aiming to build effective sales teams. Chapters 00:00 Introduction and Overview 00:53 Starting the Sales Management Training 01:11 Calendar Operating System 02:23 Rep Attitudes and Accountability 03:50 Effective One-on-One Meetings 04:33 Manipulating Results with Systems and Data 05:23 Conclusion and Final Thoughts Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

March 18, 202539 min

Joshua Wathen: From Green Beret to Cybersecurity CEO

In this episode of 'Building Great Sales Teams,' host Doug invites Joshua Wathen, CEO of Triad InfoSec, to share his compelling journey from a Green Beret to a cybersecurity consultant. They delve into Joshua's unique introduction, his military background, education at the Wolf Center for Entrepreneurship, and the foundational principles of leadership and humility. Joshua discusses how he transitioned into the cybersecurity industry, offers insights into the value of cybersecurity for businesses, and shares how his experiences shape his leadership approach today. Tune in to understand how profound personal experiences can drive professional success and robust team-building. Chapters 00:00 Introduction to Building Great Sales Teams 00:40 Guest Introduction: Joshua Wathens 01:34 Joshua's Unique Pitch and Philosophy 03:26 From Green Beret to Cybersecurity CEO 05:09 Leadership and Team Building Insights 15:22 The Wolf Center for Entrepreneurship 19:21 Personal Anecdotes and Wolf Encounter 22:34 Cybersecurity for Small to Medium Businesses 24:52 Enterprise Solutions and Training Programs 25:16 Cybersecurity for Small and Medium Businesses 25:52 Balancing Security and Operations 26:24 Transforming Cybersecurity into a Revenue Center 27:09 The Importance of Cybersecurity in Business 30:20 Sales Strategies and Client Engagement 36:31 Personal Journey and Overcoming Challenges 44:10 Conclusion and Final Thoughts Connect with Joshua Wathen: LinkedIn - https://www.linkedin.com/in/joshua-wathen/ Email - Jwathen@triadinfosec.io Website - https://www.triadinfosec.io/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

March 10, 202533 min

Virtual Sales Systems

In this episode of 'Building Great Sales Teams,' Doug explores the essentials of virtual sales systems, highlighting how to prepare your team for the increasing trend of remote B2B sales. He emphasizes that 80% of B2B transactions occur virtually and delves into stats like 55% of home service searches starting online. Doug discusses key strategies for pre-meeting prep, effective communication during meetings, and maintaining engagement. He covers the importance of using tools such as Calendly, CRMs, and Fathom note taker to streamline the sales process, and shares insights on using presentations and building rapport. He concludes with tips on overcoming common virtual sales challenges and enhancing conversion rates through efficient virtual sales systems. Chapters 00:00 Introduction to Virtual Sales Systems 00:54 The Rise of Virtual Sales in B2B and Home Services 02:25 Pre-Meeting Preparation for Virtual Sales 04:38 Effective Communication During Virtual Meetings 06:51 Optimizing Your Virtual Sales Environment 09:29 Understanding the Buyer Mindset 12:34 Essential Tools for Virtual Sales Success 23:05 Overcoming Common Virtual Sales Challenges 25:02 Building a High Conversion Virtual Sales Process 29:55 Final Takeaways and Conclusion Fathom Notetaker: https://fathom.video/invite/pdh1jQ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

February 24, 202546 min

Brandon Fuchs: Put Your Hammer Away

In this episode of 'Building Great Sales Teams,' the host reintroduces guest episodes and features Brandon Fuchs, a seasoned builder and renovation expert with over a hundred million in project experience. Now the founder of Elite Builder Society, a coaching community for contractors, Brandon shares insight into his journey from a struggling contractor to a successful business owner. He discusses the pivotal moment when contractors should 'put their hammer away' to scale their business, the importance of confidence and delegation, and the value of helping others succeed. They also touch on the emotional aspects of entrepreneurship, the parallels between sports and business, and the motivations behind launching a coaching business. The episode ends with practical advice for reaching out for coaching through Instagram and emphasizing the importance of building a supportive and lean team. Chapters 00:00 Welcome Back to Building Great Sales Teams 00:48 Introducing Brandon: Master Builder and Renovation Expert 02:33 The Importance of Birthdays and Family Time 03:56 Hockey: A Family Affair 05:08 The Grit and Glory of Hockey 10:50 The Philosophy of Putting Your Hammer Away 16:50 Transitioning from Handyman to General Contractor 21:16 Building a Virtual Team for Success 23:07 Incorporating Commission-Based Sales Professionals 24:31 Managing Sales Expectations and Strategy 25:26 Challenges and Lessons from Personal Experience 27:56 Effective Sales Techniques and Overcoming Objections 36:11 The Journey to Becoming a Coach 42:23 Building the Elite Builder Society 49:24 Final Thoughts and Legacy Connect with Brandon Fuchs: Instagram - https://www.instagram.com/the_contractorcoach/ Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

February 17, 202515 min

Multiple Products or Cross Selling

In this episode of 'Building Great Sales Teams,' the host explores the critical difference between selling multiple products and cross-selling. Drawing from his extensive experience, he emphasizes the importance of specializing in a single product to retain deep product knowledge and brand loyalty. He elaborates on how fluid cross-selling of additional products post the main sale can enhance customer experience and drive sales success. The episode also touches on practical examples like integrating Check Sammy's partner program for roofers and other service providers. Additionally, the host updates listeners on the upcoming launch of 'TXBizDad' podcast and expresses gratitude for the show's strong listener support and positive reviews. Chapters 00:00 Introduction and Episode Overview 00:40 Consulting Business and Partner Program 02:01 History of Selling Multiple Products 03:02 Challenges and Strategies in Cross Selling 07:43 Effective Cross Selling Techniques 10:54 Real-World Examples and Objections 14:31 Podcast Updates and Listener Appreciation Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

February 10, 202529 min

Cults and Culture

This episode delves into the often-negative connotations of the word 'cult' and its intriguing connection to 'culture' within the context of business. Inspired by a client's unique perspective, the discussion seeks to reframe our understanding of cults by analyzing their key characteristics: intense devotion, charismatic leadership, strong group identity, and rigid structures. The script explores how these elements can be applied positively to create strong, effective company cultures without the negative psychological manipulations often associated with cults. Key points include the importance of a compelling vision, charismatic leadership, rituals, and a strong sense of community. The episode offers insights into using these cult-like dynamics to foster personal and professional growth within a business setting, while emphasizing the ethical considerations involved. Chapters 00:00 Introduction: What is a Cult? 00:30 Redefining Cult: A New Perspective 02:18 Famous Visionaries and Cult-like Followings 04:17 The Power of Belief Systems 05:20 Sociological and Psychological Definitions 06:59 Creating a Positive Business Culture 15:28 Charismatic Leadership and Community 19:47 Rituals, Symbols, and Shared Language 21:43 High Standards and Accountability 23:13 Us vs. Them Mentality 24:31 Personal Transformation and Growth 25:46 Emotional Manipulation and Buy-In 29:34 Final Thoughts: Cult vs. Culture Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

January 27, 202520 min

5 Paths to Great Sales Management

In this episode of 'Building Great Sales Teams,' the host discusses his decision to continue the podcast and elaborates on various aspects of sales management. He explains the importance of managing multiple roles, effective time management, and how to optimize a sales manager's calendar for maximum productivity. Key topics include setting up scopes of work, understanding various management roles, maintaining a pulse on field activities, and creating an effective meeting cadence. The episode concludes with advice on improving specific metrics within a sales team for sustained growth. Listeners are encouraged to share and engage to help grow the podcast. Chapters 00:00 Introduction and Podcast Continuation Announcement 01:37 Introducing Sales Management 02:02 Balancing Multiple Roles in Sales Management 03:54 Effective Calendar Management for Sales Managers 05:30 Weekly Schedule Breakdown for Sales Managers 08:02 Maintaining a Pulse on the Field 11:27 Optimizing Time and Scope of Work 16:19 Personal Projects and Metrics 19:33 Conclusion and Future Plans Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!

January 16, 202519 min

B2B Prospecting & Your Pipeline

In this episode of Building Great Sales Team, the host returns from a brief hiatus to share insights on recent personal and professional experiences, including attending Door to Door Con and working with Check Sammy. The main focus of the episode is on designing effective prospecting activities and SOPs for sales teams. The host emphasizes the importance of consistent prospecting, setting targets, and providing sales representatives with clear instructions. Real-world examples and templates from LinkedIn strategies are shared to illustrate best practices in B2B sales. Additionally, the episode teases the potential launch of a new podcast, TXBizDad, which will cover Texas, business, and family life. Chapters 00:00 Welcome and Apologies 00:07 Family Time and Door to Door Con 01:44 Introduction to Check Sammy 02:22 Today's Topic: Your Sales Pipeline 02:35 Prospecting Activities Breakdown 03:39 LinkedIn Prospecting Strategy 04:40 Gavin's Message: A Case Study 08:01 Creating Effective SOPs 11:01 Referral Partners vs. Direct Customers 16:19 Structuring Your Sales Pipeline 19:11 Exciting News and Future Plans 21:39 Conclusion and Call to Action Thank you for supporting Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com And don’t forget to visit us on Apple Podcasts to leave a review and let us know what you think! Your feedback keeps us going. Thanks for helping us spread the word!