If you’re not using AI in your sales process, you’ll start to fall behind.
Daniel sits down with sales consultant and podcast host Fergal O’Carroll to explore how sales managers can build frameworks that drive predictable results, create accountability across teams, and use AI to accelerate growth.
Fergal shares the lessons he wished he’d known when stepping into sales management, the importance of account planning frameworks, and why objectives must always be tied to time and money.
You’ll learn how to boost sales velocity, manage underperformance, and coach sellers without falling into the ‘hero manager’ trap.
Timestamps
Timestamps00:00 Introduction to Fergal01:22 Sales in Ireland03:41 How Fergal got into sales management05:43 Sales Management Frameworks That Work08:41 Key strategies for managing sales teams13:22 Driving revenue from existing clients15:50 Setting objectives and strategies18:41 Reviewing account plans22:58 Fixing revenue stalls and improving sales velocity24:20 Deal sizes and lack of ambition24:12 Continuous discovery and higher win rates28:46 Planning and sales cycle length25:35 The role and expectations of sales managers36:33 Using AI in sales processes41:59 Fergal’s career highlights
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Connect with Daniel:
LinkedIn: Daniel Robus
Website: https://www.growthmattersintl.com
Connect with Fergal: