By David Wuensch.

As we transition into “Get the Strategy Right!”, let’s take a quick look back at the discussion on Leadership and Culture that we covered the last three weeks.

When we want to make our sales team better, where do we start? We start with ourselves, the ones who own the “Sales Manager Cap”!

In Chapter One of Mike Weinberg’s book, “Sales Management Simplified”, he shared a quote from one of his mentors:

“The level of the team rarely, if ever, exceeds the level of the leader.”

Check out the topics for the first 16 chapters of his book.  He sure doesn’t pull any punches, does he? Here are titles from six of those 16 chapters:

  • As Goes the Leader, so Goes the Organization
  • You Can’t Effectively Run a Sales Team when You’re Buried in Crap
  • A Sales Manager Either Wants to Make Heroes or Be the Hero
  • Sales Suffer When the Manager Wears the Fire Chief’s Helmet
  • Entrepreneurial, Visionary Leaders Forget That Their People Can’t Do What They Can Do
  • Sales Leaders Chase Shiny New Toys Searching for the Magic Bullet

If you have not yet read the book or at least reviewed the chapter list at the front of the book, I highly recommend it.  Ten of the next 16 chapters have some topics that will stop you in your tracks.

We want to make our sales teams better.  What are we doing to first to help ourselves be better so that we can help our sales team?

I welcome your comments, insights and questions on the first three newsletters that covered leadership and culture (

Here are my favorites:

  • Mike Weinberg’s article on the healthiest sales team culture he has seen sets the stage for me. (Reflecting on the culture that I witnessed at Viachem reminds me that it is possible.)
  • Coach K’s book on Leading with the Heart has a special place in my heart due to my time with him at West Point. His book is both entertaining and enlightening to me as the book connects his West Point days and Duke days with leadership in the business world.
  • What we believe in, and understanding what our salespeople believe in, is necessary when helping our sales team get better.
  • Liz Wiseman’s book on Multipliers may be the best book I have seen on how to focus more on making heroes than being the hero when trying to make our sales teams better.
  • My friend Dale Hintz with “Excellent Cultures” does nothing but help companies with culture. Would you like an introduction?