The Six Facets of Sales Management: A Manager's Playbook w/ Pete Fasulo

The Six Facets of Sales Management: A Manager's Playbook w/ Pete Fasulo Top sales reps don't automatically become great sales managers -- and Pete Fasulo has spent 38 years proving why. In this episode of Building Your Sales Engine, Mark McGraw and Pete walk through Pete's six-facet framework for running a sales team with structure: recruiting, interviewing & hiring, onboarding & ramp-up, coaching, motivation, and disciplining. Pete also breaks down Sandler's fractional sales manager program -- what it looks like inside a real client engagement, and how it's driving 15-40%+ revenue gains for small and mid-sized businesses without a full-time sales manager. Whether you're managing a team today, stepping into management soon, or running a company that needs more structure around sales, this conversation gives you the playbook. 🎙️ Host: Mark McGraw — Building Your Sales Engine 🎤 Co-host: Josh Pitchford — Building Your Sales Engine 👇 Timestamps below 👇 ✅ Like + Subscribe for more expert sales insights 🎙️ Full podcast episodes: buildingyoursalesengine.com Guest: Pete Fasulo —   / pete-fasulo-3357a3   Mark McGraw —   / markmcgraw   Josh Pitchford —   / josh-pitchford-6163274   0:00 — Cold open: your CRM is not your sales manager 0:55 — Welcome to Building Your Sales Engine 1:35 — Meet Pete Fasulo: 38 years in sales management 2:41 — From top rep to sales manager: the moment Pete got the bug 5:02 — The Ted Williams syndrome: why top reps struggle as managers 7:09 — The Sandler system makes skills transferable 10:42 — The Six Facets of Sales Management: overview 11:14 — Facet 1: Recruiting and building a bench 14:43 — Facet 2: Interviewing and hiring: the questions that matter 19:19 — Facet 3: Onboarding, ramp-up, and monthly business objectives 22:38 — Facet 4: Coaching: weekly team meetings and WIMs 24:36 — The pipeline as a "sewer line": pruning what won't close 28:30 — Facet 5: Motivation: sales contests and the nine musts 30:01 — Facet 6: Disciplining: corrective action plans done right 35:33 — The behaviors-to-results chain and CRM ratios 35:54 — Inside Sandler's fractional sales manager program 40:30 — Real client results: 15-40%+ revenue increases 42:08 — Why owners stop discounting once structure is in place 43:18 — Wrap and thanks