Welcome To Theinquisitor Podcast

#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do.  We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced). Whilst he doesn't entirely blame managers for managing the numbers instead of managing people because that is what they are being asked to do by senior management, but he is pointing the finger for their refusal to do what they know is right coach, train, hold their people accountable. He explains how to avoid being perceived as a micromanager and how to contract mutually with salespeople to be able to help them. He shows you how to eliminate