How do you become a strong leader? How do you encourage your team to be not just good, but great? My guest today is an expert on managing sales teams and the author of Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration. Max Cates is here to discuss why sales managers should focus on continuous improvement, what separates the good managers from the bad, and using the Six Sigma process for eliminating defects and improving your team.
Episode Highlights:
Resources:
Quotes/Tweets:
“Great salespeople usually make poor managers” - Max
“The lone wolf manager can’t manage a millennial sales team. They like collaboration.” - Max
‘It’s a lot easier to be a successful leader than it is to be a poor manager.”- Max
“Stretch, but don’t overstretch when you’re making goals” - Max