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

A 38-year sales management veteran breaks down his six-facet framework for building and running a high-performing sales team.

In this episode of Building Your Sales Engine, host Mark McGraw sits down with Pete Fasulo -- a 38-year sales management veteran and fractional sales manager -- to unpack his six-facet framework for running a high-performing sales team. From hiring the right reps to disciplining the wrong ones, Pete shares the structure he uses inside Sandler's fractional sales manager program to drive 15-40%+ revenue gains for his clients.

If you're a sales manager, a business owner without one, or a top rep being pushed into management, this is the playbook conversation you've been looking for.

Host: Mark McGraw -- Building Your Sales Engine

Co-host: Josh Pitchford -- Building Your Sales Engine

About Pete Fasulo: Pete Fasulo is VP, Sales Leadership Programs at Sandler with 38 years of sales and sales management experience, including a role as VP of Sales at AT&T and 11 years owning his own business. Today he leads Sandler's fractional sales manager program, serving as the acting sales manager for small and mid-sized companies that need professional structure without a full-time hire.

Why the best sales reps often make the worst sales managers -- the "Ted Williams syndrome"

The six facets every sales manager needs as a structure: recruiting, interviewing/hiring, onboarding & ramp-up, coaching, motivation, and disciplining

Why "hire slowly, fire quickly" needs a caveat -- and how a proper ramp-up plan changes everything

The interview question Pete asks every candidate to expose the wrong fit fast

How to build a month-by-month ramp-up with monthly business objectives (MBOs) instead of premature revenue goals

Why your CRM is not your sales manager -- and what structured weekly one-on-ones must include