Sales often earns more than the CEO? 🤔 2026 market salaries | Sales Mates Podcast #96

💸 Friends, hello!

In episode 96 of the Sales Mates Podcast, we break down how much a Sales Manager should actually earn in 2026 and why trying to “save” on bonuses kills your business before it even gets off the ground. Why do your sales look like “party popper mode” (lots of noise, zero system), and how do you turn that chaos into predictable revenue?

We also talk about when a CEO finally needs to stop selling solo and start hiring a team. We unpack why old-school KPIs like “number of calls” no longer work. And we tell the whole truth about AI: does it really help you sell, or is it just a toy for executives?

📌 In this episode:

00:00:00 – Intro

00:02:49 – Why 50% of companies lose money on sales

00:04:59 – Building a sales team from scratch: a founder who sells solo (case)

00:07:18 – Your first Sales Manager hire: when it’s time to delegate sales

00:08:11 – Motivation & bonuses: why you can’t underpay your first sales hires

00:09:57 – IT Sales salaries in 2026: base pay, commissions, and $7,000 checks

00:11:50 – AI in sales: hype vs real value

00:13:35 – Why leaders use AI more than frontline managers

00:16:01 – Automation: how AI creates estimates and analyzes calls

00:18:45 – Sales KPIs: how to operate without “busywork metrics”

00:20:16 – The founder’s biggest mistake: fear of setting expectations for sales

00:21:55 – Modern 2026 metrics: LTV and CAC instead of “number of calls”

00:22:43 – Process vs results: what’s the difference?

00:24:47 – Data-driven approach: setting realistic sales targets based on CRM

00:26:34 – “Party Popper” mode: signs of chaos in your sales team

00:27:17 – Managing a remote team: reporting systems vs micromanagement

Summary

In this episode of the podcast, Oleksii and Antonio discuss the launch of their new mentoring group focused on prospecting within their SalesMates Library platform. Oleksii shares insights from his experience selling to major companies like Samsung, emphasizing the importance of adapting to the rapidly changing sales landscape.

The conversation highlights the diverse backgrounds of the participants in their community, which includes professionals from various industries seeking to enhance their sales skills. They explore the reasons behind the growing interest in their platform, noting that many individuals are eager to improve their sales techniques and stay updated with current trends.

Antonio raises the topic of building a sales department from scratch, addressing common questions about hiring and compensation for salespeople. They emphasize the need for a structured sales process and the importance of motivating early hires with competitive compensation.

The episode also touches on the integration of AI in sales, with both hosts sharing their perspectives on how AI can streamline certain processes while still requiring a human touch in client interactions. Overall, the episode provides valuable insights for anyone looking to enhance their sales strategies and build effective sales teams.

Also Oleksii and Antonio delve into the intricacies of sales consulting, emphasizing the importance of structured metrics and KPIs in driving sales performance. They discuss the challenges faced by sales leaders in adapting to modern sales strategies, particularly the need for a solid infrastructure to support effective sales processes. The conversation highlights the necessity of understanding where to apply pressure for improvement, as well as the significance of having the right knowledge to make informed decisions in sales management. They also share anecdotes from their experiences, illustrating the pitfalls of neglecting data-driven approaches in sales operations.

Takeaways

• People want to keep moving forward and sell more.

• To stay relevant, you need to track constant changes in the industry.

• Building a sales process is essential to scale a business.

• “Leaders tend to do this more; frontline folks often stick to the old-school approach – doing the same thing the same way.”

• “You need metrics – you have to quantify your results.”

• “If something works, set priorities so you can repeat the same result next month.”

• “A system of reporting, meetings, updates – everything that gives you a complete set of touchpoints.”

• “The first message was about Sales Consulting.”

Hosts: Anton Fedulov and Oleksii Sinichenko.

Practical advice from two successful sales leaders who share the secrets behind their results, personal experience, and strategies – plus interesting guests and funny everyday sales stories.

Watch and listen online on our Sales Mates Podcast YouTube channel.

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Anton Fedulov:

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