The Life-Changing Impact of an Intentional Leader (and the End of Fantasy Land Sales Management)
Update: 2025-07-08
Description
Feedback from Jeff Hancher's story in Episode 94 of how a sales manager powerfully impacted his life compelled Mike to focus again on...The Life-Changing Impact of an Intentional Leader.
After receiving so many stories from listeners about leaders who changed the trajectory of their lives, Mike shares a few of his own — highlighting the intentional investment others made in him that left a lasting impact — along with a reminder from Chapter 9 in his latest book: Managers (particularly sales managers) take up way more emotional and mental bandwidth in their people’s hearts and minds than they typically realize or appreciate.
Mike concludes the episode with a few takeaways from recent conversations with senior sales leaders in tech and SaaS companies — most notably that the days of “Fantasy Land” sales management are over, and that both managers and sales reps need to stop looking longingly back to 2021 and 2022 wishing things were easier. Those days are over (and have been for a while), and it is past due time to replace fantasizing with a focus on the fundamentals.
RESOURCES MENTIONED IN THIS EPISODE:
Episode 95 with Jeff Hancher
Firm Feedback in a Fragile World (now a National Bestseller!)
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