In this episode, I sit down with Rodney Alcantara, Sales Manager Mid-Market & Enterprise NAM (Deel IT), to talk about remote sales leadership, hiring, coaching underperforming reps, developing future managers, and building high-performing teams. Rodney shares how his approach to leadership has evolved from an in-office environment to managing remotely, why understanding what motivates each individual matters, and how acts of service and intentional one-on-ones can help leaders build stronger relationships with their teams.
We also talk about what Rodney looks for when hiring salespeople, why upward career progression and strong referrals stand out, and how a candidate’s follow-up after an interview can reveal how they might handle prospects. Rodney explains why he approaches underperformance with curiosity instead of judgment, how radical candor works when employees know their manager genuinely cares about their success, and why great managers have to adapt their leadership style to each person instead of managing everyone the same way.
TOPICS WE COVER
How to motivate and build strong relationships with salespeople on a remote team
What Rodney looks for when hiring, from upward career progression to referrals and interview follow-up
How to coach an underperforming rep using curiosity, radical candor, and a team-first approach
Why great sales leaders manage each person differently instead of using the same approach with everyone
How to tell whether a top-performing individual contributor is actually ready to become a manager
Why mastering the fundamentals, finding mentors, and embracing discomfort are critical for long-term career growth
ABOUT THE GUEST
Rodney Alcantara leads a North American sales team for Deel IT, working across the mid-market and enterprise segments. He began his tech sales career at Yelp, where he started by making 100 cold calls a day before progressing from individual contributor into sales leadership. Throughout his career, Rodney has held sales and management roles at companies including Yelp, Uber, Kandji, and Deel.
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