Accelerate! With Andy Paul

Jeff Bajorek is an advisor and coach to B2B sales leaders, author of Rethink the Way You Sell, and host of the podcast of the same name. Sales leaders tend to forget that managing sellers are pretty much the same as how sellers engage with their customers. Sellers are a sales leader's product. With this perspective shift, sales leaders create accountability for how their sellers are working and, by extension, how much they're hitting quota. An environment of accountability, knowing that the people up the ladder have your best interests at heart, is actually a part of enablement. But accountability goes both ways and Jeff gives his insights on maintaining quality control and leadership training that appears to be lacking in today's environment. HIGHLIGHT QUOTES Managers can't lead when they don't know what's happening at the front - Jeff: "The worst managers I've ever worked for were only behind their computer, just doing what the numbers were telling them, and there was a lack of intuition there. There wa