What Mike’s Mentor Told Salespeople Who Worry about Outselling Capacity and Who Play “Good Corporate Citizen” Instead of Selling

This thesis of Episode 73 is that the world works much
better (particularly in sales) when everyone focuses on, and
worries about, their primary job!  This episode was
prompted by stimulating conversations in two recent sales
leadership sessions. 


First, at the VIP Q&A during Day 2 of the recent Supercharge
Your Sales Leadership event, an operation-minded CEO asked Mike
to elaborate on a bold (and controversial?) statement made in
response to a manager asking how to keep salespeople selling when
they’re worried about outselling capacity and overloading the
operations/production/delivery people. 


The second conversation (while kicking off a six-month manager
cohort) revolved around what Mike refers to as “Smart Sales
Talent Management,” and the importance of getting the right
people in the right roles. The managers were describing the
differences between sellers with hunter DNA compared to those
wired more like zookeepers who love to nurture relationships, put
out customer service fires, and jump in to help out with delivery
and operations.


In both cases, Mike quoted the strong, direct words that his
sales management mentor regularly used to remind salespeople to
focus on Job #1 – driving revenue! 


RESOURCES FROM THIS EPISODE:


Episode 72 – Who’s on Your Team?


Episode 57 – The #1 Reason Your Sales Team Is Not Bringing in
More New Business


Sales Management Foundations Virtual Workshop Series –


Download the PDF info document 

Read more or register HERE



Supercharge Your Sales Leadership October Session at The Porsche
Experience Center in Atlanta. More info at
mikeweinberg.com/events.   Join Mike on October 8 for the
full-day intensive or October 8 & 9 for the VIP experience!


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This episode is sponsored by Pursuit Sales Solutions. If you are
looking for help adding A-player talent to your team, contact
Mike’s friends at pursuitsalessolutions.com/weinberg