In the episode Mike confronts sales leaders with this very straightforward question:
Are you the hero of your sales team or are you the hero-maker?
While the question is simple, its answer has enormous implications.
This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes results, and derails careers, but it’s also a reason so many sales leaders are maxed out and exhausted.
Prepare to be challenged as Mike doesn’t pull punches walking listeners through this four-part outline:
- WHY: the common reasons sales leaders tend to play the hero
- HOW/WHERE/WHEN hero-mode manifests itself
- WHAT: the awful consequences that result when leaders default to playing hero instead of making heroes
- HELP: simple fixes to help us refocus on leading and coaching instead of “doing”
During the episode Mike offers listeners this short, free Sales Leader: Hero or Hero-Maker Self-Assessment. Get your copy here.
[*Note from Mike: Credit to Liz Wiseman and her brilliant book, Multipliers, for inspiring my thinking on this topic; it was her push for leaders to ask themselves if they were the genius on their teams or focused on making geniuses of their people that led me to challenge sales leaders about playing hero vs. hero-maker.]
