Collaborators or Sales Killers? Why It’s Insanity to Expect Salespeople to Do All Things Well

Continuing this series tackling common sales leadership sins,
Mike challenges us to pull back the covers and take a hard look
at ALL the things we are asking our salespeople to do. He also
makes the strong case that it’s really hard to win big in
sales management when you have the wrong people in the wrong
roles.


Beware: Mike does not hold back putting HR people and executives
on the stand asking difficult questions about their flowery,
feel-good job descriptions and what feels like an insatiable
desire to put kind, gentle, collaborative team-players in sales
roles… Even sales roles that require developing significant new
business…Roles where just about every highly successful top
producing seller exhibits these two characteristics:


They Are Intensely Competitive
They Are Not Conflict Averse (they don’t shy away from a fight)

Take a listen as Mike debunks the myth of the highly
relational, collaborative sales superstar, makes the
case that SALES MANAGERS’ LIVES AND JOBS WILL BE MUCH EASIER WITH
THE RIGHT PEOPLE ON THEIR TEAMS, and challenges us to
consider whether we are overloading our salespeople with
so many tasks and responsibilities that we are actually hindering
their ability to sell and bring in the new business we
need!


 


 Resources Mentioned in This Episode:


 Supercharge Your Sales Leadership Full-Day Intensive
(mikeweinberg.com/events)


Six-Month Sales Leadership Coaching Cohort
(mikeweinberg.com/leadercohort)


Episode 12: Ask Candidates These 7 Intriguing Questions to
Upgrade Your Interviews