Ep. 18- How to Manage International Sales Teams Without Burning Out with Andy Jaffe

In our final episode of Season 2, Fergal is sitting down with Andy Jaffke, VP of Sales, coach, and co-author of Teams Win Championships.With over 30 years in the sales world, Andy shares how he leads a high-performing international sales team while staying committed to his health, his family, and his passion for coaching.They talk about time management systems, strategic account planning, the power of AI tools like Gemini and CoPilot, and what it really takes to build trust with clients.He also shares the inspiration behind his book and what it was like to co-write it with four other individuals.Timestamps00:00 Introducing Andy Jaffke01:17 Managing a large sales territory03:55 Balancing work and personal life with the Top 3 Planner07:33 Using AI (CoPilot, Gemini) to support sales09:15 How Andy makes time for coaching every week12:14 Building a competency-based sales framework14:32 Strategic account planning and management18:46 Building trust and intimacy with clients20:28 Strategic account planning and QBR23:00 Writing Teams Win Championships27:58 Sales principles that still stand today30:52 Embracing Gen AI in sales34:05 Transitioning newsletter to Substack35:54 How to attract more young people into the sales profession37:09 Get in touch with AndyEnjoyed this episode?Be sure to follow the podcast so you never miss an upload!Connect with Fergal:Website: www.sysvelocity.comContact: Get In TouchLinkedIn: Fergal O’CarrollLearn how to boost client retention and revenue with Fergal’s Key Account Planning WorkshopsConnect with Andy:LinkedIn: Andy JaffkeAndy’s Newsletter: Substack