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 ask before:
When making joint sales calls with your people, is your primary purpose to…
A) Proactively develop your salesperson, or
B) Advance and close the sale
The healthy discussion that ensued inspired this episode. Listen in as Mike shares more of the story, promotes the importance of proactive, developmental, nonurgent coaching, and offers thoughts on best practices when managers ride shotgun with reps on sales calls.
RESOURCES MIKE REFERENCED IN EPISODE 70:
The First-Time Manager: Sales book
Supercharge Your Sales Leadership event, October 8-9, The Porsche Experience Center, Atlanta
This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg
