How a Great Sales Leader Develops People, Drives Culture, and Delivers Results

Mike has tremendous admiration and respect for this episode’s
guest and is convinced that Kurt Cushing loves his job more than
any other big company sales leader he knows!


Enjoy this energizing conversation and Mike’s excitement hosting
this sales director extraordinaire as they tackle a range of
sales leadership topics including:


How creating and maintaining a healthy sales culture starts
with recruiting and selection

Why we should never settle when hiring for a sales role

The massive pivot from being selfish as an individual sales
contributor to becoming selfless as the sales team leader

How ego can be our enemy as managers

The value and impact of skip-level conversations and field
work, and the importance of the sales leaders getting direct
exposure to sellers on the front lines

Why it is imperative that sales management “point” the team
and speak into target account selection

How to stay fresh and enhance your quality of life by turning
off email after business hours



At the conclusion of interview, Mike offers listeners his
takeaways and asks leaders to reflect on these challenge
questions:
How proactively are you recruiting and how effectively are you
interviewing/screening candidates? What are you proactively doing
to prioritize fieldwork and planning your calendar to work with
your people? How involved are you with helping your team target
growable accounts or ideal profile prospects? What are you doing to
keep yourself in balance and emotionally healthy?

More on Mike’s guest:


Kurt Cushing is a transformational leader who prides himself as a
“people first” coach. He has a proven track record of
driving results while demonstrating the ability to recruit,
train, and develop top sales reps, and managers. Learn more about
Kurt on LinkedIn here: 


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