Blunt Truth and 5 Power Moves to Help Sales Managers Become Transformational Leaders

I'm not going to talk.

I was hoping you could just keep going because you don't need to be interviewed.

I could throw out all the questions I had planned and just replay what you just said in the last, I don't know how long that little monologue was, two minutes, three minutes.

It was so powerful.

That will be the clip we use to promote this episode.

That is the clip that is the absolute truth.

Friends, now you know why I have such respect for this guy because he calls it like he sees it.

He also, beyond what I have, has the gift of teaching and insight to capture what he's seeing and observing.

And when we get into this book hero, you'll understand why it's so on target because all those observations that Kelly just articulated so clearly and powerfully in just a few minutes are what's going on everywhere in the world in sales.

Kelly, we could just stop here and reverse engineer what you just said.

I mean, it was everything from the sales manager coming in not knowing what to do, not understanding.

What was the line you used? It was a one-liner tweetable.

They go from being the doer, they're supposed to become the developer, but they actually play super doer.

But they go from being a

doer to a super doer.

Okay, and that's where I talk about the hero that I stole from Liz Wiseman who wrote a book about geniuses and multipliers.

And I'm like, the question she would ask, are you the genius on your team or the genius maker? And I flip that around saying, on your sales team, sales leader, are you the hero or the hero maker? And you're saying, one of my largest tech companies, I went in talking about sales leader is here.

They had all these young 28-year-old sales managers that no one had mentored.

And I'm like, oh, you guys are doing your people's jobs.

And they had a term for it.

They call them, yeah, we're super repping.

They're on every sales call.

They're negotiating every deal.

Just exactly what you said.

And what does that lead to? Aside from burnout, bad culture, people become in this weird codependent cycle.

I'm not going to talk.

I was hoping you could just keep going because you don't need to be interviewed.

I could throw out all the questions I had planned and just replay what you just said in the last, I don't know how long that little monologue was, two minutes, three minutes.

It was so powerful.

That will be the clip we use to promote this episode.

That is the clip that is the absolute truth.

Friends, now you know why I have such respect for this guy because he calls it like he sees it.

He also, beyond what I have, has the gift of teaching and insight to capture what he's seeing and observing.

And when we get into this book hero, you'll understand why it's so on target because all those observations that Kelly just articulated so clearly and powerfully in just a few minutes are what's going on everywhere in the world in sales.

Kelly, we could just stop here and reverse engineer what you just said.

I mean, it was everything from the sales manager coming in not knowing what to do, not understanding.

What was the line you used? It was a one-liner tweetable.

They go from being the doer, they're supposed to become the developer, but they actually play super doer.

But they go from being a

doer to a super doer.

Okay, and that's where I talk about the hero that I stole from Liz Wiseman who wrote a book about geniuses and multipliers.

And I'm like, the question she would ask, are you the genius on your team or the genius maker? And I flip that around saying, on your sales team, sales leader, are you the hero or the hero maker? And you're saying, one of my largest tech companies, I went in talking about sales leader is here.

They had all these young 28-year-old sales managers that no one had mentored.

And I'm like, oh, you guys are doing your people's jobs.

And they had a term for it.

They call them, yeah, we're super repping.

They're on every sales call.

They're negotiating every deal.

Just exactly what you said.

And what does that lead to? Aside from burnout, bad culture, people become in this weird codependent cycle.