In this wide-ranging conversation, Mike and international sales management expert Tony Cross discuss…

• Their amusement that the sales leadership challenges around the globe are not just similar, they’re identical
• The importance of sales managers “managing up” in order to protect their time
• The single most impactful way sales managers must spend their time
• The sales manager’s mission
• What the very best managers did not change during the pandemic
• The proper temperature of beer and Tony’s favorite places to visit around the world

Tony Cross is the CEO of Growth Matters International, a firm focused on sales and sales management excellence that has worked with sales leaders in 35 countries. He is based in Johannesburg, South Africa.

During the episode, Mike had Tony unpack this powerful statement from his LinkedIn profile image:

“No training, or consulting, or technology will make a sustainable impact on sales unless you embed sales execution disciplines into the fabric of your business – through your sales managers.”