Episode 105 starts with a startling proclamation as Mike reveals what feels like a seismic decision to pull the plug on LinkedIn. He transparently shares what's going on in his mind and heart, along with what he's reading and experiencing, that prompted this bold (and surprising) move.

The episode concludes with a simple, practical sales management checklist that Mike will be working through during a large client's upcoming annual learning conference. Listen in as he briefly unpacks these Sales Management. Simplified. Fundamentals:

  1. Master the 1:1 Accountability Meeting (and the RPA progression)
  2. Get a True Hunter (DNA) in a Sales Hunting Role
  3. Identify and Address Underperformance Quickly (coach-up or out)
  4. Ensure Every Sales Rep Is Targeting a Strategic, Finite List
  5. Observe and Coach Your Salesperson (get your head out of the CRM & spreadsheets) 

RESOURCES MENTIONED IN THIS EPISODE:

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