Management Episodes

Most sales managers got promoted because they were great salespeople — and then nobody taught them how to actually manage. Being 150% of quota for five years doesn't mean you understand why someone else can't get there, and that gap is where teams fall apart. As goes the manager, so goes the team — and the data proves it. Managers with non-supportive mindsets about sales make their teams 355% more likely to hold those same beliefs. Managers with supportive mindsets are 1,000% more likely to pass them on. Yet only 7% of managers have those positive mindsets, and most spend virtually zero time coaching. These episodes tackle what it actually takes to lead people — not inspect them. How to hire the right people for the role instead of poaching from competitors and hoping for the best. How to create the environment where your team can thrive instead of surrounding them with pepperoni pizza while they're trying to lose weight. And why telling someone "you suck at this, get better" has never been coaching and never will be.