Mark Hunter's Blog, page 2

Are You on the Buyer’s Journey—or the Seller’s?

Buyers are on their journey, and if you want to win, you’ve got to join them there.

Step into their journey. Understand their processes, their priorities, their customers, their challenges. That’s where deals get made—and at full value. Let me walk you through ten mistakes that reveal when you’re stuck on your journey instead of theirs.

1. We sell to our timeline

I was on a call with a software rep who asked if I planned to buy in August. My immediate thought? You’re just trying to make your number.

Buyers are smart. They see when you’re forcing your timeline onto theirs. And when you do, you’re basically telling them to wait until month’s end to squeeze you for a discount.

2. Not accepting their timeline / processes

Every buyer has a process. Maybe they test first. Maybe they only buy in certain months. Maybe multiple people need to sign off. If you fight that, you lose margin. If you embrace it, you earn trust—and sell at full price. 

Ask questions like: How have you made decisions like this in the past? That insight is gold.

3. We practice assumptive selling

The “I’ve seen this rodeo before” mindset will kill you. Just because you’ve sold something similar doesn’t mean you know exactly what this buyer wants. 

Stop assuming. Let them tell you what matters. It’s not about what you think—it’s about what they believe.

4. Failing to truly engage with the customer

Showing up and racing to the close isn’t engagement. Engagement is digging into why they reached out, what they really need, and what outcomes matter most. Buyers don’t want to be rushed; they want to be understood.

5. Not assisting in other areas

Sometimes buyers ask questions slightly outside your scope. Too many salespeople brush those aside. Big mistake. Helping them in those “extra” areas shows you care about their success—not just your commission. Ignore it, and you’ll look like you have commission breath.

6. Forcing the customer to our terms

“This is how it has to be done.” 

When you force your terms, you rip the buyer out of their process. Yes, they may bend, but they’ll resent it—and they’ll expect a discount to make up for it. You don’t win that way.

7. Selling the product rather than the solution

Nobody wakes up thinking, “I want to spend money today.” Buyers don’t want your product. They want what your product delivers. It’s the outcome, the solution, the transformation. 

Selling a Ferrari isn’t about the car—it’s about how it makes you feel when you drive it. Same thing with what you sell.

→ Read: Are You Selling a the Product or the Solution?

8. Focusing on our competition

Customers don’t care about your competitors. They care about their competitors. When you spend your time bashing the other guy, you’re stuck in the seller’s journey. Buyers want solutions, not comparison charts.

9. Not knowing their market / customers

Your buyer isn’t in business just to be in business. They’re serving their own customers. 

If you don’t understand who those customers are and what pressures they create, you’re missing the heart of what drives your customer’s decisions.

10. Seeing their issues / their priorities

At the end of the day, it’s about solving the buyer’s problems. 

What are the issues weighing on them?
What priorities are they trying to achieve? 

If what you sell doesn’t connect to those, you’re selling the wrong thing.

How Top Salespeople Overcome Doubt

Our internal voice can often sabotage our confidence and success. Join Mark Hunter for a mindset shift!

Find episode #337 wherever you download podcasts!

Transforming Sales Team Dynamics and Culture w/ Keith Ferrazzi

In this episode, you’ll gain insights into moving from conflict avoidance to fostering open candor. Keith will share practical strategies for celebrating successes and sustaining team energy.

Episode #338 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

How Top Salespeople Overcome Doubt

You know that little voice inside your head? The one that whispers, “You can’t do this… you’re going to fail… don’t even try.” It’s time we silence it. That voice is costing you sales, confidence, and success.

Every top salesperson has faced doubt, but what separates the best from the rest is how they overcome it.

Build Your Confidence List

Here’s where it starts: I want you to grab a piece of paper and write down 100 things you’ve done well in your lifetime.

Not five. Not ten. One hundred.

When you do this, you’ll begin to see just how much success you’ve already achieved. It doesn’t matter if they’re small wins or major victories—stack them together and you’ll realize you have a foundation of confidence you can build on.

The key is to focus on success, not relive failures. The past is gone. This exercise is about reminding yourself that you have what it takes to succeed again.

Start Before the Voice Stops You

Too many salespeople let fear paralyze them. They think, “What if I fail?” and never take the first step.

Here’s the truth: success comes from starting. Even if it doesn’t work out perfectly, you gain experience, insight, and growth.

Think about Thomas Edison. He failed countless times before inventing the lightbulb. But every “failure” was one step closer to success. That’s the mindset you need in sales.

Celebrate the Success of Others

Now, here’s something most salespeople miss: you’ve got to celebrate the wins of those around you. Yes, even when they beat you to the deal.

Why? Because a rising tide lifts all boats. If someone else closes the deal, celebrate it. Their win doesn’t diminish you—it raises the bar for what’s possible.

The little voice in your head wants you to stew in negativity. Don’t give it the chance. Shift your mindset by celebrating the success you see around you.

Focus Like a Pro Athlete

Let’s take a lesson from baseball. In the 2025 season, Cal Raleigh of the Seattle Mariners is leading in home runs. He’s hit 44 of them so far. But guess what? He’s been at bat far more than 44 times.

Top athletes don’t focus on every strikeout—they focus on the hits. That’s how they keep stepping up to the plate with confidence.

In sales, you’ve got to do the same. Focus on your wins, celebrate the wins of others, and keep swinging.

Your Challenge for This Week

Here’s your assignment:

Write your confidence list. Build a foundation of success you can lean on.Find five people who are successful. Celebrate their wins—not with envy, but with genuine excitement.Look at your calendar. Find small ways this week to notch new wins.

Do this, and you’ll quiet that little voice of doubt and replace it with a stronger, louder voice of confidence.

10 Mistakes People Make Using AI to Prospect

AI is powerful, but only if you use it wisely. Avoid these mistakes, and you’ll be ahead of the game.

Let me walk you through the 10 biggest mistakes I see people making when it comes to AI and prospecting.

1. Thinking more is better

More is not better. Just because you can send 1,000 or even 5,000 emails doesn’t mean you should. All you’re doing is spraying and praying across more people. In an AI world, it’s not about “more.” It’s about being better.

2. Thinking everything is a great lead

AI might hand you a list of names, but that doesn’t mean they’re all great leads. Every lead still has to fit your ICP and your customer persona. If you’re not qualifying, you’re just wasting time.

→ Read: 10 Ways to Find Better Leads

3. Thinking AI data is correct

Here’s the deal: AI will always give you an answer. But that doesn’t mean it’s right. Ask the same question across multiple platforms and you’ll often get different results. Don’t blindly assume AI data is correct.

4. Thinking you’re the only one doing this hack

Found some slick new AI hack? Great—but you’re not the only one. If you think you’ve discovered something unique, I guarantee there are thousands of others already using the same trick. Hacks get old fast.

5. Thinking AI can even engage with the customer

AI can handle pieces of engagement, sure. But don’t kid yourself—your customer still wants to talk with you. If you provide value, customers will welcome those conversations. AI isn’t a replacement for real human connection.

6. Thinking you can mimic another person’s success

Just because one person crushed it with an AI tool doesn’t mean you will. Every salesperson has different customers, geographies, personalities, and needs. What worked for them won’t necessarily work for you.

7. Thinking AI is a sure cure for your fear of prospecting

I hear this a lot: “Mark, I used to be afraid of prospecting, but now AI does it all for me.” Wrong. If you fear prospecting, AI won’t fix it. Prospecting is about helping people see what’s possible. That’s not something you can outsource to a bot.

→ Read: Overcoming the Feat of Prospecting

8. Thinking the more messages you send the better the results you’ll get

This goes back to mistake number one. More messages aren’t better if you’re not adding value. I’ve seen people load up daily drip campaigns just because they can. But if you’re not helping your customer, why are you reaching out at all?

9. Thinking if you just buy one more AI tool you’ll have everything

There’s no shortage of AI tools out there—and yes, another new one is coming tomorrow. But buying “just one more” isn’t the answer. In fact, the best results usually come from using one or two tools well. More tools won’t solve your problems.

10. Thinking AI can do everything

AI is not a finishing tool. It’s a starting tool. If you think you can let AI do it all while you head to the beach, you’re wrong. Use AI to help, but don’t rely on it to replace you.

6 Secrets to Thriving Against All Odds

Why do some soar while others stumble? Mark shares six practices that help any salesperson accomplish what they didn’t think was possible. 

Find episode #335 wherever you download podcasts!

Transform Cold Calls into Client Relationships w/ Chris Bussing

Mark and Chris explore the art of thorough preparation and strategic research, understanding why clients might switch from competitors, and how aligning your pitch with their current initiatives can make all the difference.

Episode #336 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

10 Tips for Prospecting in an AI World

AI has changed how we sell, communicate, and connect. But if you’re still prospecting the old way, you’re already falling behind.

Let me walk you through 10 things most salespeople are missing when it comes to prospecting in an AI world. These are simple, powerful, and proven.

1. Clarity of the Message Is a Must

In a world flooded with AI-generated content, clarity is your edge.

Buyers are overwhelmed. They’re getting more messages than ever, and if yours isn’t clear and focused, they’ll scroll right past it.

Don’t overload them with multiple ideas. Keep it simple. Zero in on one thing and make it count. Confused buyers don’t buy.

2. Trust Is More Important Than Ever

AI can create content. It can automate outreach. But it can’t build trust—only you can do that.

Your prospects are cautious. They’ve been burned. That means your messaging, your tone, and your follow-up all have to come from a place of authenticity.

The goal? Build relationships!

3. Less Is More

AI might let you blast 1,000 people at once—but that’s not prospecting. That’s noise. I’d rather see you working 25 solid leads deeply than chasing 250 on the surface.

You can’t build real trust at scale. 

4. Leverage Your Existing Customers

This is the low-hanging fruit most reps ignore.

You’ve already done the hard work—they trust you. So don’t just close the deal and sprint to the next one. Ask for more business. Look for more ways to help.

Your current customers are your best source of new revenue and new introductions.

5. Nurture Your Network

In an AI world, your human network becomes even more valuable.

And here’s the key word: nurture. Not “use.” You build relationships by giving value without expecting something in return. Help others win.

6. Referrals, Referrals, Referrals

Want to cut through the AI noise? Referrals are the shortcut.

When someone introduces you, trust is already built in. And the best way to get referrals? Start giving them.

I do this constantly—”Who’s your ideal customer? How can I help?” What happens next is incredible: they ask me the same thing. It’s a win-win.

**Get great at referrals. Take the Referrals Masterclass here.

7. Patience

AI makes everything feel faster. But real sales still take time.

Too many reps think they can send a message in the morning and close the deal that afternoon. It doesn’t work that way. Not now.

Be patient. Show up consistently. Keep delivering value.

8. Follow-Up with More Value

Your follow-up can’t just be “Ready to buy yet?” That’s not follow-up—that’s pressure.

The customer will buy when they’re ready, not when you need to hit quota. So use every follow-up to educate, to help, to guide.

When you lead with value, trust builds—and sales follow.

→ Read 5 Effective Follow-Up Techniques You Need to Know.

9. Play the Long-Game

This is the mindset shift most reps miss.

I don’t “close deals.” I open relationships. And that only happens when you’re willing to plant seeds today that might grow two or three years from now.

I’ve had people refer me years later, all because I stayed consistent. You want long-term success? Play the long game.

10. Multiple Mediums

Email isn’t enough. LinkedIn isn’t enough. Texting isn’t enough.

You need to be using multiple communication channels. Why? Because your customers aren’t buying based on what you like—they’re buying based on what they prefer.

You don’t know their favorite channel until you test them all. Get uncomfortable, and start showing up where they are.

 False Assumptions: The Silent Sales Killer

Learn how asking the right questions and verifying information can transform your approach, and avoid the trap of preconceived notions.

Find episode #333 wherever you download podcasts!

Building Lasting Relationships Through Emotional Sales Skills w/ Lee Salz

Forget the standard discovery mindset; Lee guides us toward a consultation mindset that promises meaningful value from the get-go.

Episode #334 is out now!

Your Daily Checklist to Prepare to Prospect

This checklist isn’t optional — it’s your daily discipline.

I have ten actions before you start prospecting to help you work smarter, not harder.

This list gets your mindset right, your plan locked in, and your execution sharp.

1. Know Your List

This is more than just a set of names in a CRM.

Who are these people?
What’s your ICP (Ideal Customer Profile)?

If you don’t know who you’re targeting — and why they belong on your list — then you’re wasting time. Make sure your list is intentional and specific.

2. Know Why They’re on Your List

What’s the trigger that moved them up the priority queue?
Is there an urgency, an external signal, or a buying behavior you noticed?

If you can’t answer that, you’re just throwing darts in the dark.

3. Know Your Outcome

Why do you sell?

It’s not just to hit a quota — it’s to help people.
Keep a list of real customer outcomes you’ve delivered nearby. Remind yourself what success looks like for the people you serve.

Read 10 Demo Mistakes that Are Killing Your Sales

4. Know How to Engage

What’s your approach?
Phone call? Email? LinkedIn message?

Don’t just hit send or pick up the phone and “see what happens.”
Plan the channel and the message ahead of time. Every engagement should feel intentional, relevant, and confident.

5. Know Your Next Step

Every outreach should have a goal.
Maybe it’s a meeting, or a second conversation. The key is to know what the next step is before you even start.

You can’t move a deal forward if you don’t know where “forward” is.

6. Know Your Previous Successes

Let your experience talk for itself.

What’s worked before?
What types of prospects have responded well to your outreach?

Revisit those past wins in your mind. They’ll help you navigate the calls and meetings ahead. Patterns matter. Trust your playbook.

7. Prep Your Mental Outlook

Mindset isn’t a “nice to have.” It’s a requirement.

You’re not just making calls, you’re creating opportunities. You’re helping people win.

That only happens when your head is in the game. Start each day with clarity, belief, and purpose. No dragging energy. No second-guessing.

8. Visualize Success

See it before it happens.

Picture your ideal customer. Picture what it looks like to win — for you and for them.

Whether it’s a new deal, a personal goal, or something you’re working toward (a vacation, a house, a bonus check), get a crystal-clear mental image.

Prospecting is tough work. That vision keeps you going.

9. Know Your Goals

Set realistic activity goals.
Not “a hundred calls” — start with 5 or 10 that are focused and strategic.

Your ultimate goal might be to hit a revenue target. But to get there, you need conversations. And to get those, you need consistent outreach.

Keep your goals achievable. 

10. Block Your Time

This is where most reps fall apart.

If you don’t block time for prospecting, it won’t happen. Something else will always come up.
Meetings, Slack messages, email — they’ll eat your day.Protect your prospecting time. Treat it like a meeting with your best customer. No distractions. No excuses.

How to Start Every Day Strong

Mark shares the secrets behind his own routine, focusing on the essential elements of mental, physical, and spiritual preparation.

Find episode #331 wherever you download podcasts!

How Stories Build Trust and Credibility in Sales w/ S heri Levitin

Shari demonstrates how stories not only capture interest, but also build trust and credibility more effectively than mere facts.

Episode #332 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

How to Tackle the 2nd Half of the Year

The second half of the year is well under way.

The Score is 0-0

That’s right. It doesn’t matter what your first half looked like—good, bad, or somewhere in between. Today, we reset. The score is zero to zero, and we’ve got a fresh start.

Here’s the deal: take a deep assessment of the activities you’ve done so far. Be honest. What worked? What didn’t? And most importantly—what’s the one thing that moved the needle?

Your Customers Don’t Care About Your Quota

I don’t care how close or far you are from your number—your customer doesn’t care. Buyers want solutions, not your sales goals.

So stop chasing numbers for the sake of numbers. Start solving problems.

Learn From a Champion: Tom Osborne’s 7 Metrics

Let me take you to the football field for a second.

Tom Osborne, legendary coach of the Nebraska Cornhuskers, told me something that’s stuck with me for years: he rarely looked at the scoreboard. Instead, he focused on seven core metrics—across offense, defense, and special teams.

Why? Because if those metrics were working, the score would take care of itself.

Now apply that to sales. It’s not about chasing the win. It’s about mastering the plays—the phone calls, the emails, the conversations. Your scoreboard (aka your number) will follow.

What’s Your One Metric?

This is what I want you to figure out. For me, it’s five conversations a day. That’s it. Five conversations with people who can buy from me, refer me, or have already bought from me.

Not five emails. Not five meetings. Five real conversations.

Some days I hit five. Some days I don’t. But I know the closer I get, the more success I see.

→ Read Overcoming the Barriers to Closing More Sales.

Don’t Dilute Your Focus

Sales leaders, listen up—don’t overwhelm your team with too many KPIs.

Back when I ran corporate sales teams, we’d roll out 15–20 different goals per quarter. Total overload. Everyone got distracted, and performance suffered.

We had to go back, simplify, and say: “These three are major. The rest are minor.”

Focus drives results. Simplicity wins.

Real Sales Teams, Real Metrics

I’ve worked with teams where the one metric was simple: qualify the lead. That’s it. Move a contact from suspect to prospect. Once qualified, their close rate jumped to 80%.

Another team? Their metric was closing at full price—because discounts were killing their margins. So we adjusted the entire process to support that one goal.

When your team gets focused, they get results.

Stop Chasing Everyone Else’s Success

Quick story: I followed a rabbit trail on LinkedIn the other day. I found someone with way more followers than me. For a moment, I got distracted—envious even.

But then I remembered: comparison is a distraction. My job is to focus on my game.

Stay in your lane. Stay focused. Your one metric matters more than their 10,000 followers.

From the Gym to the CRM

Ten years ago, I got back into the gym. The reps were hard. The weights were heavy.

But now? The workouts I struggled with back then are easy. Why? Because small consistent action leads to massive results over time.

It’s the same in sales. You don’t have to conquer the world today. Start small. One conversation. One email. Then build.

Set your number low. Achieve it. Celebrate. Then grow it. Success builds momentum.

Time Blocking: Protect the Metric

You’ve got a million things on your plate. So do I.

That’s why I live by my calendar. I time block everything—including those five conversations a day. If you don’t schedule it, it won’t happen.

Don’t let busy work crowd out the work that matters.

Start the Second Half Strong

Here’s your action plan:

Break down your sales process.
Identify your one metric.
Set a realistic, achievable goal.
Block time to do it.
Repeat, adjust, grow.

This isn’t about perfection. It’s about progress.

What Tools Do I Use?

Someone asked me during the live session what I use to track KPIs.

Simple answer: my CRM. I live in it. If you’re struggling, the first question I’ll ask you is, “Is your CRM open right now?”

Track it. Measure it. Improve it.

Building Your Circle of Influence

Who are your dream connections?

Redefine your circle of influence through strategic relationships with advisors, mentors, and mastermind peers.

Find episode #329 wherever you download podcasts!

How to Craft Authentic Connections through Video w/ Tony Morris

Personalized video prospecting is transforming outreach. Are you using it?

Episode #330 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Sales Is Leadership—Here’s Why

Part II

In last week’s blog, I walked you through steps one through five on how sales and leadership are inseparable. Now let’s jump into steps six through ten. These are essential if you want to lead your customers, close more deals, and stand out in your industry.

6. Both Require Confidence and Empathy

You can’t lead without confidence, and you can’t connect without empathy. Confidence is knowing your stuff—your product, your process, your ability to communicate. But let’s be clear: confidence taken too far becomes arrogance.

That’s why empathy matters just as much. Not sympathy—empathy. It’s about emotionally understanding where the other person is coming from. When customers feel that, they trust you.

Sales is leadership, leadership is sales. And you’ll never lead well without both confidence and empathy working together.

7. They Motivate Action

Sales leaders don’t just talk. They move people. Their confidence, their empathy, the questions they ask—they all drive the customer to take action.

Because let’s be honest: if you’re not moving the customer forward, all you’ve done is share information. That doesn’t close deals. That doesn’t make an impact. You need to motivate, because motivation is what drives decision-making.

8. They Challenge the Status Quo

Here’s the truth: your biggest competitor isn’t another company. It’s no decision.

Most customers are comfortable with where they are, even if it’s not working. That’s why sales leaders challenge that comfort zone. They don’t avoid tough questions or tiptoe around problems.

Real sales leadership means helping the customer see the risk of standing still. It’s not about being pushy—it’s about showing the path forward.

9. They Are Accountable for Outcomes

Sales doesn’t stop after the contract is signed. Sales leaders stay in the game. They don’t just sell—they own the results.

You’re not here to push a product and walk away. You’re here to make sure what you sell delivers the outcome your customer needs. That’s accountability. And if you’re not accountable? You’re not selling—you’re just taking their money. That’s not leadership. That’s fraud.

10. They Serve Others

The best salespeople don’t lead with the pitch—they lead with service. They help, they support, they build relationships. Because when you serve first, the sale follows naturally.

Sell first, and you’re a transaction. Serve first, and you’re a trusted partner. That’s how you build long-term success. That’s how you lead.

Mastering Your Schedule One Habit at a Time

Explore the power of routine and how it can significantly boost your success.

Find episode #327 wherever you download podcasts!

Turn Consistency into Sales Gold w/ Jake Thompson

Explore how a mindset of daily competition drives long-term results.

Episode #328 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Sales Is Leadership—Here’s Why

Sales and leadership aren’t two separate skill sets—they’re one and the same. 

In this post, I’m breaking down the first five traits that prove why sales is leadership and leadership is sales. Check back here next week for Part II. Click here to subscribe and never miss a post.

https://youtu.be/c9SMlrvK-oY1. Both Require Influence, Not Authority

Show me a great salesperson, and I’ll show you someone who’s leading their customer. Show me a great leader, and I’ll show you someone who’s selling their ideas.

Neither role depends on authority. It’s about influence. I’ve seen salespeople with impressive titles and must-have products, but they still struggle—because they lack influence. Influence is the ability to connect, to listen, to move someone forward. That’s where the real magic is.

2. Vision Casting is Core

Sales and leadership are about taking people to a new level.

Whether you’re leading a team or closing a deal, you’re helping someone see a future that’s better than today. That’s vision casting.

But it doesn’t happen by accident. It takes empathy. It takes listening. You’ve got to understand where the other person is coming from before you can paint the picture of where they can go.

3. Listening Drives Results

If there’s one thing I see salespeople and leaders doing wrong, it’s this—they talk too much.

Great salespeople listen. Great leaders listen. Because when you listen, you understand. And when you understand, you’re able to deliver value.

Listening creates insight. It creates trust. It creates results. It should be your dominant skill—because when you truly listen, everything else starts to align.

4. Clarity and Communication Win

Let me be blunt—too many salespeople muddy the waters.

They talk about every feature, every benefit, every option all at once. The customer walks away confused—and confused customers don’t buy.

Clarity cuts through the noise. Whether you’re in a meeting, on a Zoom call, or sending an email, your communication must be sharp, simple, and focused on solving the most critical issue your customer has right now.

Clarity builds confidence. Confidence builds momentum.

5. Trust Is the Currency

Here’s a truth you can take to the bank: In the absence of trust, low price is everything.

Trust is the currency that makes everything else work—your influence, your ideas, your solutions. Without it, you’re just another salesperson with a product.

You can have the best offering in the world, but if the customer doesn’t trust you, it doesn’t matter. Trust is earned through listening, through consistency, through clarity—and it’s what allows you to lead.

Inspire Confidence and Integrity in Customer Interactions

The critical importance of understanding customer needs to create urgency in the sales process.

Find episode #325 wherever you download podcasts!

Navigating the Journey from SMB to Enterprise  w/ Adam Block

 Join Mark and Adam as they explore the exhilarating shift from mid-market to enterprise-level sales.

Episode #326 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

How to Be an Effective Sales Manager

Part 2

Sales management has never been more vital. Too many salespeople underperform simply because they aren’t getting the coaching they need.

These next steps are just as critical for driving team success, building trust, and creating a high-performance culture.

6. Inspect What You Expect

If you ask your team to do something, follow up. When sales managers fail to check on what they’ve asked, they lose credibility fast. Your team begins to think, “If they don’t check, I don’t need to do it.”

Inspecting what you expect means more than micromanaging—it’s about coaching and accountability. If results don’t align with expectations, it’s your cue to step in and support improvement.

7. Remove Obstacles

Great sales managers don’t just set goals—they clear the path.

Whether it’s a flawed internal process, customer issue, or internal friction, you need to step in and fix it. When salespeople see you removing obstacles, their confidence in your leadership grows. They’re more motivated and more likely to go the extra mile.

8. Celebrate Wins and Recognize Effort

Recognition fuels motivation.

Make it a habit to celebrate wins every week—big or small. That could be a shoutout on a team call, a message in a group chat, or a quick email. Even when someone doesn’t hit a big goal, recognize strong effort and progress. Recognition builds energy, and a motivated salesperson performs at a much higher level.

9. Adapt Based on Market Feedback

Don’t cling to your processes if the market is shifting.

The best sales managers are tuned into changes from customers, prospects, and their own team. You’re not reacting to every breeze—but when meaningful change is happening, you adapt. Adjust your strategies based on real feedback. That’s leadership.

10. Hold People Accountable—with Respect

Accountability is a two-way street.

If you want your team to be accountable, you must model it yourself. When you drop the ball as a leader, own it. When your team commits to something, hold them to it. The key is doing all of this with respect—not fear or punishment.

How to Tackle the Second Half of the Year

Mark breaks down how focusing on the right metrics—not just outcomes—can reignite your momentum for the second half of the year.

Find episode #323 wherever you download podcasts!

Human Interaction as the Secret to Tech Sales   w/ S cott Leese

How “old-school” sales tactics can breathe new life into modern sales strategies.

Episode #324 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

How to Be an Effective Sales Manager

Part I

A sales manager can make or break a sales team. Whether you’ve recently stepped into a position of leadership, or have been leading sales reps for years, these ten tips are worth reviewing.

→ You’ll find tips #6-10 next week at www.thesaleshunter.com/blog!

1. Set Clear Expectations and Metrics

What does it take to be an effective sales manager? First things first—you’ve got to set clear expectations. No vagueness. Vagary—yeah, I made up a word—but that’s exactly what you want to avoid.

When I say clear, I mean specific goals with concrete metrics. This isn’t about micromanaging. This is about providing direction. Your team needs to know exactly what’s expected of them, and how success will be measured. If it can’t be measured, it can’t be improved.

Clear expectations drive accountability, and the right metrics help you steer the ship. Without them, your team’s just wandering.

2. Coach Relentlessly, Not Just Manage

Stop managing—start coaching.

Managing is reactive. Coaching is proactive. Managing says, “Why didn’t you get this done?” Coaching asks, “How can we improve for next time?”

Great sales managers are relentless coaches. I mean every day, every call, every deal—you’re looking for ways to lift your team up. Tools like Gong or Chorus are powerful because they help you listen, observe, and guide.

The goal is continuous improvement. Your reps should be sharper next month than they are today. That only happens when you coach them relentlessly.

3. Lead by Example

You want your team to grind on Friday afternoons? You better not be teeing off at the golf course while they’re dialing.

Credibility is everything. If you’re not willing to do the hard stuff—make the tough calls, handle objections, prospect cold leads—your team won’t take you seriously.

Leading by example means you don’t ask your team to do anything you’re not doing yourself. Your actions define your culture, not your policies.

4. Hire and Onboard Strategically

Don’t hire just to fill a spot. That’s lazy leadership. Hire strategically.

Bringing in someone because they say, “I’ve got a book of business”? Be careful. That “book” rarely follows. Instead, hire based on attitude, skill set, and communication style. You can teach skills. You can teach process. But you can’t teach someone to care. You can’t teach drive.

Once you’ve hired right, make sure you onboard right. Get them grounded in your business, your culture, your expectations. Don’t throw them in the deep end. Strategic onboarding sets the tone—and sets them up to succeed.

5. Create a Winning Sales Process

Iif your sales team is all doing their own thing, you’ve got chaos, not strategy.

You need a defined sales process—a framework your entire team can operate from. That doesn’t mean stripping individuality. Every rep will put their own spin on things, and that’s fine.

But the process? That has to be repeatable, measurable, and coachable. Build it into your CRM, align it with your marketing tools, and create consistency across the board.

When everyone plays from the same playbook, everything gets more efficient—your coaching, your pipeline reviews, your resource allocation.

Shattering the Overnight Success Illusion

Let’s tackle the all-too-common roadblocks of inaction and premature quitting.

Find episode #321 wherever you download podcasts!

Common Assumptions that Lead to Lost Opportunities w/ S teve Gielda

Learn the five common assumptions that often lead to stalled or lost opportunities.

Episode #322 is out now!

Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog.  Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.