Most commercial leaders think they’ve got a pipeline problem when they’ve actually got a systems diagnosis problem. This conversation with Michael Manzi gets into the difference between copying tactics and actually understanding what drives performance. There’s a massive difference.
We talked about why most sales playbooks fail when they’re transplanted into a new business, how leaders accidentally drive top performers out of the door, and the one variable Mike found that doubled a sales team’s win rate in 30 days. If you run a revenue function, there’s a lot in here worth stealing.
In this episode
A lot of leaders confuse tools with strategy. That’s where things start breaking.
- How to separate a real playbook from recycled tactics
- How to identify the single variable actually driving revenue
- How to stop over-managing your top performers
- How to remove excuses before diagnosing performance issues
- How to create buy-in before asking a team to change
Episode highlights
- [03:59] Mike admits he drove a top performer out of the business by overcorrecting into rigid management
- [05:00] The idea every commercial leader should steal: make deposits before making demands
- [09:04] Why most “playbooks” are just random tools duct-taped together from previous jobs
- [13:22] The surprisingly brilliant curling analogy for leadership and performance management
- [17:22] The data exercise that uncovered the one variable driving an 87% win rate
- [20:00] How one strategic change doubled sales effectiveness in 30 days
- [28:03] “On your forehead it says: I can fire you” and why great managers never forget it
Links and resources
If you enjoyed this one, follow the show, leave a review, and share it with someone carrying a revenue number on their back right now. These conversations are for people trying to build something real, not just sound clever in a board meeting.
