This Senior Leader Builds High-Performance Sales Teams with 4 P’s, 3 F’s, and Smart Talent Management

Episode 46 features one of Mike’s all-time favorite senior sales
executives. 


Dennis Sorenson is a seasoned global sales leader with a
reputation for building high-performance teams. He currently
serves as the Senior Vice President of Revenue and Sales at
Alegeus and Mike claims that no client has stretched or
challenged him more than Dennis.


Listen as Dennis drops gem after gem offering…


His sales management secret for effectively “managing up” and
how to keep your executive boss from distracting and derailing
you 

That consistency is one of the most underrated
characteristics of great leaders

His 4 P’s when it comes to coaching sellers for big
sales calls and presentations (Plan, Prepare, Practice, Play)

3 F’s for leading the team through tough times
(Filter negativity, Focus on what you can control,
and stick to the Fundamentals) 



Dennis and Mike also address the move from individual contributor
into sales management and point out…


The positives and pitfalls when a salesperson gets promoted
to lead the team they were a part of

How (counterintuitively) new managers must slow down to speed
up their ramp up!

The transition from winning on your own to winning through
your people



Mike’s favorite response came when he asked how Dennis found/made
time for so many 1:1 conversations with individuals at every
level of the sales organization:


“The number one thing on my list as a sales leader is talent. If
I don’t make time to find, attract, and bring in great talent,
and take the talent that I have and develop that talent, then I’m
not doing my job.”


Links:


February 28th, Supercharge Your Sales Leadership
Event:  mikeweinberg.com/atlanta2023


Sales Leadership Coaching
Cohort:  mikeweinberg.com/leadercohort


Previous Episode featuring Dennis
Sorenson: https://mikeweinberg.com/podcast/episode8