Episode 46 features one of Mike's all-time favorite senior sales executives.
Dennis Sorenson is a seasoned global sales leader with a reputation for building high-performance teams. He currently serves as the Senior Vice President of Revenue and Sales at Alegeus and Mike claims that no client has stretched or challenged him more than Dennis.
Listen as Dennis drops gem after gem offering…
- His sales management secret for effectively "managing up" and how to keep your executive boss from distracting and derailing you
- That consistency is one of the most underrated characteristics of great leaders
- His 4 P's when it comes to coaching sellers for big sales calls and presentations (Plan, Prepare, Practice, Play)
- 3 F's for leading the team through tough times (Filter negativity, Focus on what you can control, and stick to the Fundamentals)
Dennis and Mike also address the move from individual contributor into sales management and point out…
- The positives and pitfalls when a salesperson gets promoted to lead the team they were a part of
- How (counterintuitively) new managers must slow down to speed up their ramp up!
- The transition from winning on your own to winning through your people
Mike's favorite response came when he asked how Dennis found/made time for so many 1:1 conversations with individuals at every level of the sales organization:
"The number one thing on my list as a sales leader is talent. If I don't make time to find, attract, and bring in great talent, and take the talent that I have and develop that talent, then I'm not doing my job."
Links:
February 28th, Supercharge Your Sales Leadership Event: mikeweinberg.com/atlanta2023
Sales Leadership Coaching Cohort: mikeweinberg.com/leadercohort
Previous Episode featuring Dennis Sorenson: https://mikeweinberg.com/podcast/episode8
The Sales Management. Simplified. Podcast with Mike Weinberg