Hello and welcome to Franklin Covey's on leadership series. I'm Scott Miller and

I serve as your weekly host and interviewer. Today's guest is the renowned Sales Authority

Randy Illick who serves as Franklin Covey's practice leader for

our sales performance practice.

He also is the co-author of the renowned best-selling book, Let's Get Real, or Let's Not Play, and he's also one of Forbes weekly columnist on their

digital site Forbes.com.

Randy, welcome to On Leadership.

Thanks, Scott.

Great to have you here. It's a long set up. Pretty awesome that you've

written a co-author or a best-selling book. You have this nearly 40 years, nearly 40 years

sales performance history both as a producer and as a sales leader in

coach the last decade plus you've really served as an advisor to the C

suite to sales leaders around what to do differently, right?

How to create sustainable sales performance,

which is our theme today.

Before we talk about that, would you take a couple of minutes

and walk through your journey.

Give some context to all of our listeners around how you got to the credible role that you're in today.

I'd be happy to.

And I divided into two parts.

The first part began with me being a salesperson, carrying a bag,

having a territory being responsible for a quota. That led to a promotion into a sales management role,

...