Building Great Sales Teams

Doug Mitchell
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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!

  1. 04/23/2025

    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 Nostalgia00:54 Transition to General Business Consulting01:54 Ending the W2 Position03:44 Starting Texas Shine Coat04:31 Documenting the Journey05:20 Family Involvement and Future Plans06:44 Financial Goals and Confidence08:59 Launching Txbizdad Podcast11:25 Addressing Doubts and Proving Competence17:50 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.comAnd 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!

    21 min

  2. 04/07/2025

    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 Teams00:32 Mental Health in Sales Teams02:02 Balancing Mental Health and Performance02:47 Statistics on Sales and Mental Health05:35 Practical Resilience Tactics09:19 End of Day Rituals and Culture Building12:26 Checking in on People, Not Just Pipelines17:53 Personal Mental Health for Leaders19:35 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.comAnd 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!

    18 min

  3. 03/31/2025

    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 Overview00:53 Starting the Sales Management Training01:11 Calendar Operating System02:23 Rep Attitudes and Accountability03:50 Effective One-on-One Meetings04:33 Manipulating Results with Systems and Data05:23 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.comAnd 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!

    6 min

  4. 03/18/2025

    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 Teams00:40 Guest Introduction: Joshua Wathens01:34 Joshua's Unique Pitch and Philosophy03:26 From Green Beret to Cybersecurity CEO05:09 Leadership and Team Building Insights15:22 The Wolf Center for Entrepreneurship19:21 Personal Anecdotes and Wolf Encounter22:34 Cybersecurity for Small to Medium Businesses24:52 Enterprise Solutions and Training Programs25:16 Cybersecurity for Small and Medium Businesses25:52 Balancing Security and Operations26:24 Transforming Cybersecurity into a Revenue Center27:09 The Importance of Cybersecurity in Business30:20 Sales Strategies and Client Engagement36:31 Personal Journey and Overcoming Challenges44:10 Conclusion and Final ThoughtsConnect 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.comAnd 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!

    40 min

  5. 03/10/2025

    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 Systems00:54 The Rise of Virtual Sales in B2B and Home Services02:25 Pre-Meeting Preparation for Virtual Sales04:38 Effective Communication During Virtual Meetings06:51 Optimizing Your Virtual Sales Environment09:29 Understanding the Buyer Mindset12:34 Essential Tools for Virtual Sales Success23:05 Overcoming Common Virtual Sales Challenges25:02 Building a High Conversion Virtual Sales Process29:55 Final Takeaways and ConclusionFathom 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.comAnd 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!

    34 min

  6. 02/24/2025

    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 Teams00:48 Introducing Brandon: Master Builder and Renovation Expert02:33 The Importance of Birthdays and Family Time03:56 Hockey: A Family Affair05:08 The Grit and Glory of Hockey10:50 The Philosophy of Putting Your Hammer Away16:50 Transitioning from Handyman to General Contractor21:16 Building a Virtual Team for Success23:07 Incorporating Commission-Based Sales Professionals24:31 Managing Sales Expectations and Strategy25:26 Challenges and Lessons from Personal Experience27:56 Effective Sales Techniques and Overcoming Objections36:11 The Journey to Becoming a Coach42:23 Building the Elite Builder Society49:24 Final Thoughts and LegacyConnect 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.comAnd 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!

    46 min

  7. 02/17/2025

    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 Overview00:40 Consulting Business and Partner Program02:01 History of Selling Multiple Products03:02 Challenges and Strategies in Cross Selling07:43 Effective Cross Selling Techniques10:54 Real-World Examples and Objections14:31 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.comAnd 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!

    15 min

  8. 02/10/2025

    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 Perspective02:18 Famous Visionaries and Cult-like Followings04:17 The Power of Belief Systems05:20 Sociological and Psychological Definitions06:59 Creating a Positive Business Culture15:28 Charismatic Leadership and Community19:47 Rituals, Symbols, and Shared Language21:43 High Standards and Accountability23:13 Us vs. Them Mentality24:31 Personal Transformation and Growth25:46 Emotional Manipulation and Buy-In29:34 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.comAnd 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!

    30 min
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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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