The Authentic Sales Manager

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Donald Adams, Area Vice President at Bountree Medical. Highly recommended by front-line leaders , Don brings a deeply inspiring and remarkably unique background to the sales arena, having started his career at age 18 as a firefighter and paramedic before leading specialized medical response and physician education teams within a major trauma center.

The conversation focuses on the true definition of a people-first approach , framing kindness as an overlooked executive strength in today's corporate landscape. Don shares practical blueprints on how to fundamentally rewrite the corporate script on accountability , moving it away from a punitive "blame game" toward a launchpad for professional opportunity and growth. He also contrasts leading versus lagging indicators , emphasizes the absolute necessity of team clarity , and recounts an incredible, life-changing first-class flight encounter with legendary football coach Lou Holtz.

KEY TAKEAWAYS

• The Core of Authenticity: An authentic sales manager is a real person who successfully balances a genuine care for their people's feelings and emotions with a dedication to the operational targets they are responsible for.

• Addressing Issues, Not Individuals: Drawing from his experience running a county ambulance service, Don shares how isolating core problems from personal conflicts creates a healthy, solution-oriented workplace culture.

• Flipping the Script on Accountability: When reps hear "accountability," they often fear being blamed when things go wrong. Authentic leaders reframe accountability as an active opportunity to lead, create structural change, and drive personal career growth.

• The 2-Minute Trust Window: In emergency medicine, a paramedic has two minutes to establish trust with a patient in crisis. In B2B sales, your look, behavior, and consistency determine whether you become a trusted advisor or just an average salesperson.

• The "Do-Say" Ratio: To build an ecosystem where people take complete ownership, leaders must model a perfect alignment between what they promise and what they execute.

• Focusing on Leading Indicators: Instead of staring at the scoreboard at the end of the fourth quarter and scratching your head over bad numbers, active managers monitor leading indicators at the end of the first quarter to execute strategy shifts long before the report card arrives.

• The Power of Extreme Clarity: If everything is important, nothing is important. With extreme role clarity comes tight focus, and with tight focus comes world-class execution on the two or three things that actually move the needle.

HIGHLIGHT QUOTES

"Kindness is an overlooked strength of most leaders... it would do us all some good to just reflect and be kind to each other."

"An authentic sales manager is really a person who's real. A person who not only cares about their people, but cares about the things that they're responsible for, and finds a way to help them get there."

"We really have to bring the people along, and then the results will come along with them."

"When people are accountable, they get the opportunity to lead and create change and be a part of a movement."

"With clarity comes focus, and with focus comes incredible execution... If everything's important, nothing is important."

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Connect with Donald Adams:
LinkedIn: https://www.linkedin.com/in/donaldad/

Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

 In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Tim Carroll, an accomplished executive sales leader and author of Sales by the Book: Biblical Suggestions for the Sales Professional. Tim brings over twenty years of elite-level frontline execution and sales management across diverse vertical markets, including military leadership in the U.S. Air Force, hospitality, marine industries, and multi-billion-dollar technology manufacturers. Today, Tim serves as a mid-Atlantic sales manager overseeing an extensive 10-state territory driven by independent representative firms.

The conversation unpacks how to step away from the standard corporate "carrot and stick" methodology and lean heavily into faith-based, foundational principles that make business development a truly noble profession. Tim breaks down the complex art of leading teams that aren't your direct payroll employees, the timeless leadership wisdom he acquired from high-stakes military mentors, and the deep operational mechanics behind his signature framework: The 4 Anchors of the Sales Profession.

KEY TAKEAWAYS

• The Root of Authenticity: True sales leadership begins at a simple, unshakeable biblical level: Letting your yes be yes and your no be no. Building a foundation of consistency, transparency, and integrity creates a safe ecosystem where trust can thrive.

• The Nobility of Sales: Ditch the false narrative that sales is slimy or gross. Tim highlights the biblical story of Lydia, a seller of purple goods, to demonstrate that business and sales are noble callings that can fundamentally fund communities and change entire regional landscapes.

• Leading the Independent Rep Matrix: Managing independent rep firms requires a vastly different skillset than managing direct employees with strict internal KPIs. Because they aren't on your direct payroll, a leader must master the art of persuasion, inspiration, relationship equity, and consultative advising to secure their time and focus.

• The Windshield Wisdom of Sergeant Crouch: Military environments teach that true leadership isn't a monochrome approach. Tim recalls how he learned from his military sergeant that true impact means knowing when to lead from the front, when to lead from the side, and when it’s your duty to step to the back and let your people go first.

• The Duality of Colonel McNish: True authority is rooted in character, not corporate titles. Tim shares a life-changing military encounter where his colonel held him fiercely accountable with strict correction, but immediately came around the desk to offer fatherly compassion and support.

• The 4 Anchors of Sales Leadership: Tim maps his core framework—Persistence, Patience, Integrity, and Attitude—directly to the modern leadership quadrant, proving that executive maturity requires restraint over short-term revenue panic.

HIGHLIGHT QUOTES

"At the most simple, basic level, an authentic sales manager just simply means let your yes be yes and your no be no. Lead with honesty, integrity, consistency, compassion, and transparency."

"Sales is a noble profession when you have the right mindset of, 'What am I doing this for, and what is my purpose in doing this?'"

"There are times that you need to be the first one in line and the first one through, and then there are other times to where you let your people go first."

"Leadership takes on such a different definition. In leadership, things like coaching, influencing, persuading, and setting vision mean credibility is placed over the title, and authority is gained because of trust."

"Gratitude is the attitude that determines our altitude."

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Connect with Tim Carroll:
LinkedIn: https://www.linkedin.com/in/timothywcarroll/

Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight welcomes Ed Draper, an executive leader joining from Michigan. Ed brings a unique background to the sales arena, having spent 25 years in pre-hospital medicine, firefighting, and serving as an EMS chief before transitioning into the public safety sales industry. Ed models his leadership style after a refreshing pop-culture icon: Ted Lasso.

The conversation unpacks what it looks like to apply a "love-first" mindset to elite corporate performance. Ed breaks down how to run high-stakes accountability alongside radical empathy , the baseline structure of Bloom's Taxonomy for sales onboarding , and how to design operational systems where sales professionals safely "fail to success."

KEY TAKEAWAYS

• The Definition of Authentic Availability: True leadership isn't just about being yourself; it's about molding yourself into a reliable resource that your team can structurally depend on when they need you most.

• The Ted Lasso Sales Framework: Injecting a caring, love-first mentality into professional environments isn't "soft". It creates a highly safe, creative ecosystem where individuals feel empowered to challenge norms and hit target quotas.

• The Absolute Failure of Corporate Authority: If you have to resort to pulling out the "I'm the boss" card or using a punitive "stick" methodology, you have fundamentally failed as a leader multiple steps prior.

• Accountability Matched with Empathy: True accountability cannot live in a vacuum. Leaders must intentionally consider real-world family stressors, actively check for true structural comprehension, and offer clear tactical waypoints for execution.

• The One-on-One Priority: Full-team status updates are fine, but the isolated 1-on-1 environment is where true course correction happens. Reps are significantly more likely to drop their egos and reveal weaknesses in a private space.

HIGHLIGHT QUOTES

"Authentic sales manager leadership is not just about being yourself, but ensuring that self is someone that's reliable and that others can depend on when they need you most."

"If you have to use the stick, if you have to pull out the 'I'm the boss' card, then you've failed."

"The most important meeting a sales leader can have is the one-to-one meeting."

"If you throw out a message for course correction in front of an entire group, it's funny, everyone always thinks it's not them."

"Rebuild that process to get to that point, and also do so while reducing the cognitive load that the salesperson goes through every single day."

FOLLOW THE CONVERSATION
Connect with Ed Draper:
LinkedIn: https://www.linkedin.com/in/medicdraper

Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Steve Hamsa, a veteran sales leader who has been spearheading high-performing sales teams within the food industry for the past 15 years. Drawing from a diverse background that spans multi-decade field sales execution and foundational corporate restaurant management, Steve brings a practical, deeply human approach to business development.

The conversation focuses heavily on Steve's core philosophy as a lifelong learner and a dedicated servant leader. He shares tactical insights on breaking the "Type A" habit of jumping to rapid conclusions, shifting instead toward an operational framework of "slowing down to get better". Steve also tackles the psychological difference between true customer confidence versus toxic cockiness, the immense relationship equity built when a rep says "I don't know, but I'll find out," and why real leadership can never be executed from behind a laptop or a desk.

KEY TAKEAWAYS

• The Blueprint of Realness: Authenticity in leadership boils down to three baseline rules: be completely real, be radically upfront, and ensure your team knows without a doubt that you have their back when roadblocks appear.

• Slowing Down to Get Better: Fast management choices are often flawed. Forcing yourself and your sales reps to take a breath, pause, and gather comprehensive context before making a call yields superior strategy and fewer operational errors.

• Confidence vs. Cockiness: Elite field sales relies strictly on genuine product education, market data, and self-awareness. Attempting to bluff or "blow smoke" up a buyer's backside inevitably destroys trust and ruins long-term account potential.

• The "Time-Out" Technique: Authentic leaders are not afraid to admit when they make a hasty call. Steve shares a powerful reset tactic: calling a rep back five minutes after a frantic call to say, "Time out, let's step back, rethink what I just said, and look at this deal with more depth."
  
  
• Audible on the Patio: Continuous personal growth is non-negotiable. Steve discusses how he maximizes his territory windshield time and quiet weekend mornings by consuming audiobooks to deliberately grow as a businessman, a husband, and a father.

HIGHLIGHT QUOTES

"An authentic sales manager means being real with my sales team, being upfront with them, and knowing that I've got their back in difficult situations."

"Better to be open and honest and say, 'Listen, I don't have the answer to that, but I've got an army of people behind me that can help me get it for you.'"

"I want to work side by side with people to watch them grow and win... if they all grow and win, then I win. It's not about me, it's about them."

"I'll never be the manager that manages behind a desk or behind a laptop. That's just not me. I'm better suited for out in the field helping them win the day."

"Sometimes it's making them slow down to get better."

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Connect with Steve Hamsa:
LinkedIn: https://www.linkedin.com/in/steve-hamsa-778321303/

Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

In this unique, value-packed episode of the Authentic Sales Manager Podcast, host Harry Spaight takes a step back from the standard interview format to review the foundational pillars of authentic sales leadership. Drawing from the breakthrough insights of his first three interview sessions, Harry highlights what it truly means to navigate the role of a modern sales leader.

This conversation covers the "Stretch Armstrong" reality of middle management , the art of managing diverse personalities uniquely , and the vital necessity for sales managers to protect their own mental health through external coaching and support. It is a curated masterclass designed to help front-line managers move from simple metric-tracking to heart-centered leadership.

KEY TAKEAWAYS

• The Stretched Leader (Ep. 1 - Larry Levine & Darrell Amy): Sales managers are often caught in the middle, pulled by corporate metric demands from above and individual rep needs from below. Your team is your primary customer; your job is to build a predictable bridge of certainty in an uncertain market.

• The Contagious Energizer (Ep. 3 - Stephen Menendez): Great leadership requires an intentional shift from acting as a forecasting spreadsheet manager to becoming the front-line cheerleader for your team. If your reps aren't leaving meetings with a "sparkle in their eyes," your alignment is off.

• Differentiated Management (Ep. 3 - Stephen Menendez): Treating every sales professional the same is an execution trap. Some high performers demand direct feedback, while others require nuanced, intrinsic encouragement to map out their next professional milestones.

• The "Have You Considered This?" Framework (Ep. 2 - Jeff Forrester): Influencing seasoned professionals doesn't happen through baseline corporate authority. True perspective shifts occur by asking open-ended questions that get peers and reps thinking cleanly on their own.

• Protecting the Core (Ep. 2 - Jeff Forrester): Sales leadership can carry heavy emotional tolls, especially during organizational restructures or market downturns. Seeking external coaching, mentorship, or therapy isn't a sign of weakness—it's standard maintenance to prevent career pressure from spilling into your family life.

HIGHLIGHT QUOTES

"Your most important customer is your sales team. How are you building trust with them?" — Larry Levine

"If your reps aren't leaving the call with a little sparkle in their eyes, you aren't doing something right." — Stephen Menendez

"We apply one management style to everybody, but the truth of the matter is that everyone is different." — Stephen Menendez

"Go to a therapist, or find an outside coach. The feelings of leadership are real, and you are impacting real lives." — Jeff Forrester

"Authentic sales leadership is about being the bridge between sales and ownership while taking care of your own core self." — Harry Spaight

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Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight welcomes Tim Douglas , a seasoned corporate leader who heads a high-performing team of civil infrastructure designers and engineers. Tim brings a unique angle to the show: though he doesn't work directly in standard sales today , his entire focus is anchored on the ultimate goal of leadership, developing people and building self-sufficient leaders.
The conversation unpacks the "fisherman" philosophy of workflow efficiency , the realization that "there are no bad teams, only bad leaders" , and a deep dive into the true definition of self-awareness. 

Tim breaks down the neurochemistry of what happens to a manager's brain under intense workplace pressure , offering a powerful masterclass on using intentional, calculated detachment to regain control and make better core decisions.

KEY TAKEAWAYS

• The Heart-First Emptying: Authentic leadership requires coming to the workplace ready to genuinely empty yourself to serve and uplift the team around you.
• The Fisherman Analogy: A high-level producer's best use of time is out on the water catching fish. Leaders must build and trust a dedicated "dock crew" to handle administrative tracking and operational support so the front line can focus entirely on their craft.
• The Mirror of Leadership: If you find that you cannot trust your team, you are the root problem as a leader. A manager must look inward at what they have done to properly support and guide the team before passing judgment.
• Subordinating the Ego: When an executive or manager blows up or lets anger dictate a meeting, it signals an internal loss of control. Egos love to "dance" together; a true leader must actively choose to step back and deny their ego a vote.
• The Neuroscience of Pressure: Under heavy stress, oxygen is physically pulled away from the prefrontal cortex of the brain, completely crippling your capacity for rational, clear decision-making. Breaking this physiological hormonal dump starts with a simple, conscious deep breath.
• The Future Target: Do not merely coach people based on where they are right now. Instead, ask them who they want to be 5, 10, or 15 years down the road, and map their professional development to that future vision.
• Extreme Ownership of Growth: True personal and professional advancement is entirely an individual responsibility—it rarely happens within standard 8-to-5 working hours. It requires putting in the heavy lifting on nights and weekends.

HIGHLIGHT QUOTES

"Authentic is authentically from your heart. You show up ready to empty yourself for your team."

"I am in the business of developing people and leaders. It just so happens to be in the water/wastewater industry."

"There are no bad teams, only bad leaders. If I can't trust my team, I'm the problem."

"Egos like to dance together. If your ego rises up, my ego wants to come play and dance with yours. I have to be the one to say, 'Ego doesn't get a vote.'"

"Your personal and professional development is on you—not anyone else but you. You're not going to get it in the 8 to 5."

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Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

Learn more about Tim Douglas
LinkedIn: https://www.linkedin.com/in/timdouglasinspires/

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight welcomes James Muir, a 30-year sales veteran, bestselling author of The Perfect Close and Unsticking Deals, and current SVP of Sales. James shares his profound insights on why sales management is the "hardest job in selling" and how to navigate the intense pressure from both executives above and sales teams below.

The conversation explores the "law of gestation" in leadership, the critical difference between being a top producer and a great coach, and James’s strategic approach to top-grading a team. James also provides a masterclass on setting boundaries, explaining how a clear "value stack" allows a leader to be fully present for their team without sacrificing their spirituality, family, or health.

KEY TAKEAWAYS

• The Triple Alignment: Authentic leadership requires aligning three sets of values: the company’s goals, the team’s development, and your own personal integrity.
• The Management Myth: The skills that make a "rockstar" individual contributor are completely different from those required to lead. Success in management comes from enabling others, not doing the work for them.
• The Law of Gestation: Leadership changes take time. Just as you can't bake a 20-minute cake in five minutes, sales managers must maintain patience while under pressure for immediate results.
• Coaching vs. Reacting: If your team feels you add no value, you are failing as a manager. People should compete for your coaching time because you help them "unstick" deals and grow their skills.
• Skill vs. Will: When coaching, determine if a performance issue is a lack of skill or a lack of will. You can coach skill, but "will" must come from the individual.
• Strategic Time Allocation: Spend 80% of your coaching energy on your A-players. Improving an A-player by 10% yields a far greater ROI than trying to move a D-player to a C-player.
• The Value Stack: To avoid burnout, define and communicate your priorities (e.g., Spirituality > Family > Career). Setting these boundaries allows you to be a more resilient and respected leader.

HIGHLIGHT QUOTES

"Pressure is good. That’s what turns coal into a diamond."

"You have to meet each rep where they are, not where you want them to be, but where they actually are."

"The number one complaint from salespeople is that their manager adds no value. If you’re getting that answer, you’re a terrible manager."

"I work so I can live. I don’t live so I can work."

"You have Influence, but you don't have Control. Learning to get things done through other people is a massive mind shift."

FOLLOW THE CONVERSATION

Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

Learn more about James Muir
LinkedIn: https://www.linkedin.com/in/puremuir/

Those interested in discovering how to unstick stalled deals and in learning a method of closing that is zero pressure, involves just two questions and is successful 95% of the time can reach him at PureMuir.com

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight welcomes Mike Chaudron, Vice President of Sales and Customer Success at Green Seal. Mike shares a wealth of knowledge from his long career in sales leadership, focusing on the essential roles of integrity and transparency.
The discussion explores the transition from a top-performing salesperson to a servant leader, the importance of fostering a positive sales culture without the "rah-rah junk," and why catching people doing things right is more effective than focusing on the 1% of mistakes. Mike also offers a heartwarming look at how becoming a grandfather has sharpened his listening skills and empathy as a leader.

KEY TAKEAWAYS

• Core Values: Authentic leadership is built on two pillars: integrity and transparency.
• Transparency as Alignment: Share as much information as possible as early as possible to build a culture of trust and organizational alignment.
• The "Bag" Requirement: To be a credible leader, you must have "carried a bag"—the experience of doing the job of the people you lead earns their respect.
• Learning from the Bad: You can often learn more about how to lead by observing "really bad" mentors and resolving never to repeat their mistakes.
• Pruning Toxicity: While high performers are valuable, "high performers at a toxic level" must be moved along for the good of the overall team culture.
• The Sacred One-on-One: Weekly meetings should be sacred, focused on the individual’s well-being first, followed by coaching and removing obstacles.
• The Power of Recognition: Small gestures, like $15 acrylic awards or handwritten notes, often mean more to a team than bonus checks because they represent genuine care.
• Perspective through Grandparenthood: Being a "Papa" teaches leaders to listen better and appreciate what is truly important in their team members' personal lives.

HIGHLIGHT QUOTES

"Transparency is tell them as much as you can as soon as you can."

"My success is predicated on yours. So I have as much skin in the game as you do."

"You can't lead an organization from a corner office. It's gotta be hands-on, get your hands dirty."

"People don't care how much you know till they know how much you care."

"Tough times don't last, tough people do."

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Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

Learn more about Mike Chaudron
LinkedIn: https://www.linkedin.com/in/mike-chaudron-22a8a81/

In this episode of the Authentic Sales Manager Podcast, host Harry Spaight sits down with Joel Smith, a strategic sales leader at RightWorks with over 30 years of experience driving revenue growth and leading organizational turnarounds. A longtime member of the Selling From The Heart community, Joel brings a unique perspective on leadership by drawing parallels between sales management and his background as an athlete and youth sports coach.

The conversation centers on the idea that authentic leadership is about being yourself, checking your ego at the door, and practicing servant leadership. Joel discusses his expertise in turning around underperforming teams through change management and deep personal connection. He explains the vital shift from a "superstar closer" mentality to becoming a dedicated coach who focuses on creating the next generation of leaders.

KEY TAKEAWAYS

• The Turnaround Blueprint: High-performance teams are built through empathetic leadership and a focus on "lead measures" rather than just staring at the scoreboard.
• Servant Leadership in Action: Authentic management means putting the team’s needs before your own personal ego or accolades.
• The Coach's Influence: Salespeople often mirror the behavior of their leaders; if you lead with empathy, your team will reflect those values back to their clients.
• Deep Personal Connection: Trust is built by knowing your team as humans—understanding their financial goals, family dynamics, and what truly motivates them beyond the quota.
• Fighting for the Team: Loyalty is earned when a manager fights for the tools, processes, and support their team needs behind the scenes.
• Control the Controllables: In uncertain markets, Joel emphasizes focusing strictly on activity and attitude rather than external noise.
• Self-Competition: True growth comes from striving to be a better version of yourself every day, not from competing with others in a destructive way.

HIGHLIGHT QUOTES

"Authenticity is really just about being yourself... putting other people before your own personal needs."

"Check your ego at the door. There's no place in leadership for a big ego; it's about serving others."

"We're not here to close deals for you. We're here to teach you how to close those deals yourself and create other leaders."

"The more you share, the more they care."

"I'm in competition with myself to be a better person and a better leader every single day."

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Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

Learn more about Joel Smith
LinkedIn: https://www.linkedin.com/in/joelsmith2599/

In this energetic episode of the Authentic Sales Manager Podcast, host Harry Spaight welcomes Stephen Menendez, Head of Sales at Strety. Stephen shares his philosophy on "backing into management," evolving from a top-performing individual contributor to a servant leader who prioritizes the emotional well-being and growth of his team.

The conversation explores why top reps don't always make the best managers and the critical role of curiosity in the discovery process. Stephen provides a raw look at "leading from the bullpen," including how he uses his own recorded mistakes to build a culture of humility and continuous improvement. The episode concludes with a look at the importance of personal recharge through creativity and the timeless truth that in an AI-driven world, people still buy from people.

KEY TAKEAWAYS

• Authenticity as Energy: Being an authentic manager means being yourself and serving as the "ultimate cheerleader" to ensure your team leaves every meeting with a "sparkle in their eyes".
• The Management Trap: Being a top-performing rep is an entirely different skillset from management; true leaders are often those already coaching others before they ever get the title.
• Curiosity Over Scripts: In the discovery phase, curiosity is the most vital trait. A great discovery should feel like a natural conversation, not a mechanical list of questions.
• Objective-Based Management: Moving away from "spreadsheet management," Stephan focuses on conversion rates and deal progression rather than just raw activity metrics.
• Leading in the Trenches: Authentic leaders don't stay in the corner office; they sit in the bullpen, run their own demos, and let their teams "rip them to shreds" by critiquing their recorded calls.
• High-ROI Training: Role-playing is one of the highest ROI activities for a manager, especially when training for "worst-case scenarios" to de-risk complex deals.
• Personal Recalibration: To stay upbeat in the "rat race" of sales, leaders must find a way to detach and recalibrate through personal passions, such as music or creativity.

HIGHLIGHT QUOTES

"People always remember how you made them feel... your team remembers how you make them feel."

"Sometimes the best reps make terrible managers... it’s an entirely different skillset."

"I care less about, 'Hey, you didn’t hit your activity metrics.' If your deals are converting, that’s what I care about."

"When you lead by example and you have someone in there in the trenches with you, it makes it for a lot of these reps."

"Everyone is different and you have to manage them all differently."

"People are always going to remember how you made them feel... Be human, especially in a world of AI."

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Learn more about Harry Spaight.

LinkedIn: https://www.linkedin.com/in/harryspaight/

Learn more about Stephen Menendez.
LinkedIn: https://www.linkedin.com/in/stephen-menendez-b21482115/
Strety: https://strety.com/