Let's talk about sales managers slash sales leaders.

So I have a theory right now that this role is ultra important but hard to find because in my mind this person needs to like to help others

they need to be like crazy where they think they can close anyone.

They need to be able to close deals themselves.

They need to bring the energy every day.

But then they also need to be, I guess, smart enough or analytical enough to pay attention to numbers and

KPI's.

Am I right or like we yeah I mean all of the above yeah know like Like one of the things that was really important for us

is that when we were hiring,

when we were building out our new structure of the department,

yeah, is we didn't want the managers to have this entitled feeling

that they didn't need to get involved in deals anymore and that's really a

cultural thing than it is anything else for us like like in some businesses they're like the sales manager doesn't

get involved in deals but we're like dude you're listening to calls live and you're

like whispering in their ear you're you know you're you're helping get deals done like your job is to close

deals first and foremost yeah and facilitate that for the other guys and then you know

the one-on-ones and in all of those things most sales guys have to be taught that like yeah like you know I said earlier that

great sales people don't always make great managers but great sales people can become managers if you teach them

but the the assumption is you're like well I'm gonna go hire somebody who I think has all those

skills but then they bypass the cultural fit piece of that grittiness of like I'm closing deals and they come in and

they want to be a manager now and then they start thinking oh no that's you know that's

your job not mine and yeah so you know like it it starts with the the leadership of the

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