How not to suck as a sales manager w/ Josh Johnson

In this episode of the Closer to Closer podcast, Jake Hare and Aaron Pursell are joined by special guest Josh Johnson, their former sales manager at Closers.io. They discuss the transition from being a closer to a sales manager and the key characteristics that make a great leader. They also explore the evolving role of sales management, which now includes aspects of marketing and operations. The conversation touches on the challenges of promoting the best performer into a leadership position and the importance of self-awareness and humility in sales management. They also discuss how to address issues in other departments without appearing to complain and the need for clear communication and persistence in driving change. In this part of the conversation, Josh Johnson discusses the future of high ticket sales and the importance of personal branding. He also shares insights on vetting offers and turning B players into A players. He emphasizes the need for self-awareness, emotional control, and performance biology in order to develop top-performing sales teams. Additionally, he discusses the balance between tactical training and feedback, and the importance of holding sales reps accountable. In this final part of the conversation, Josh Johnson discusses the ideal amount of coaching for sales teams and the importance of reviewing closed calls. He also shares his experience of balancing work and family life as a sales manager with a child. The conversation concludes with a discussion on the trend of fractional sales management and the importance of being qualified and delivering results in that role.