Mike has tremendous admiration and respect for this episode’s guest and is convinced that Kurt Cushing loves his job more than any other big company sales leader he knows!

Enjoy this energizing conversation and Mike’s excitement hosting this sales director extraordinaire as they tackle a range of sales leadership topics including:

• How creating and maintaining a healthy sales culture starts with recruiting and selection
• Why we should never settle when hiring for a sales role
• The massive pivot from being selfish as an individual sales contributor to becoming selfless as the sales team leader
• How ego can be our enemy as managers
• The value and impact of skip-level conversations and field work, and the importance of the sales leaders getting direct exposure to sellers on the front lines
• Why it is imperative that sales management “point” the team and speak into target account selection
• How to stay fresh and enhance your quality of life by turning off email after business hours

At the conclusion of interview, Mike offers listeners his takeaways and asks leaders to reflect on these challenge questions:

1. How proactively are you recruiting and how effectively are you interviewing/screening candidates?
2. What are you proactively doing to prioritize fieldwork and planning your calendar to work with your people?
3. How involved are you with helping your team target growable accounts or ideal profile prospects?
4. What are you doing to keep yourself in balance and emotionally healthy?

More on Mike’s guest:

Kurt Cushing is a transformational leader who prides himself as a “people first” coach. He has a proven track record of driving results while demonstrating the ability to recruit, train, and develop top sales reps, and managers. Learn more about Kurt on LinkedIn here: 

Please leave a rating or review for the Sales Management. Simplified. Podcast. and if you’d like to be notified via email when new episodes are released, sign up at mikeweinberg.com/podcast. And be sure to grab Mike’s powerful new free resource: “The Fastest Way to Increase Accountability, Reduce Complacency, and Create a High-Performance Sales Culture” right from his new homepage at mikeweinberg.com