Apr 16, 2024
Episode 71 was inspired by a message Mike received from an executive whose sales team was not securing enough meetings with prospective customers. The executive shared two specific frustrations:
Mar 26, 2024
Mike recently led a workshop for a group of talented, hungry, driven, young sales managers who were falling into an all-too-common trap – “doing” instead of coaching, developing, and holding sales reps accountable. During the session Mike challenged this group of managers with a question he had never thought to...
Feb 27, 2024
In this episode Mike tackles a critical sales management topic that does not receive enough attention.
Too many sales managers allow underperformance to go unaddressed for way too long!
Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin...
Jan 30, 2024
During Week 1 of the 2024 Sales Kickoff Meeting Season, one of Mike’s clients included a live Q&A to conclude a virtual session. The questions from the salespeople and sales leaders were so good, and so different from what Mike is typically asked, he decided to share them (along with his answers) in this...
Jan 10, 2024