The Dangers and Damage from Desk Jockey “Leadership” and Not Coaching Salespeople

In Episode 53 Mike resumes the series on Common Sales
Leadership Sins by tackling two biggies:


1. Desk (and CRM/screen) Jockey Sales Management


2. Not coaching and mentoring salespeople


Prepare to be challenged about your priorities as Mike asks you
to open your calendars for a time (and gut) check on whether
there is enough evidence to convict you of being a
people-development-focused sales leader.  


Too many frontline sales leaders are cheating themselves of what
should be one of the most satisfying and results-driving parts of
their job — helping their people get better  at doing
their own jobs! Buckle up for a dose of blunt sales management
truth that you cannot effectively lead a team staring at
analytics, dashboards, or CRM screens. Salespeople win by
connecting with other humans. What makes us think we can lead and
develop them with our heads buried in data or via email?


From the Heart: After concluding the episode Mike took a few
minutes to share personally about two losses he just experienced
with the passing of his step grandmother and a meaningful
spiritual influence in his life, Tim Keller.


 


Resources, Posts, Events mentioned in this episode:


JUST ANNOUNCED: The next
Supercharge Your Sales Leadership
event:  October 3rd, Atlanta. More info
at mikeweinberg.com/events


Mike’s article from the 2020 World Series: This MLB Manager
Blew It Relying on Analytics Rather Than His Eyes 


Episode 13: Game Changing Lessons from My World-Class Golf Coach