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

00:00 Introduction to Fergal

01:22 Sales in Ireland

03:41 How Fergal got into sales management

05:43 Sales Management Frameworks That Work

08:41 Key strategies for managing sales teams

13:22 Driving revenue from existing clients

15:50 Setting objectives and strategies

18:41 Reviewing account plans

22:58 Fixing revenue stalls and improving sales velocity

24:20 Deal sizes and lack of ambition

25:43 Continuous discovery and higher win rates

28:46 Planning and sales cycle length

33:05 The role and expectations of sales managers

35:37 Building accountability in sales teams

36:33 Staying calm as a leader

43:23 Using AI in sales processes

46:15 Fergal’s career highlights

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Connect with Daniel:

LinkedIn: Daniel RobusWebsite: https://www.growthmattersintl.com

Connect with Fergal:

• LinkedIn: Fergal O’Carroll
• Website: SYS Velocity
• Podcast: Supercharge Your Sales Velocity Podcast