A Seismic Personal Decision and a Simple Sales Management Checklist

[Music] Hey sales leader friends, Weinberg. I hope you're doing great. I have been putting off recording this more personal episode. And I'm not exactly sure why. It's just been hard for me to sit down and record it. And I think because I went a little more public with where my head and my heart were in a LinkedIn post last weekend, I just felt like it was time to do this. So I'm going to share with you what I actually posted on LinkedIn. It's been about five days. I'm recording this on Friday afternoon. I put this on LinkedIn on Sunday. By the way, tonight, Purdue, the boiler makers who have had a rough skid here, coming off a very rough loss to number one Michigan, the boiler makers are hosting arch rival IU, the Indiana Hoosiers at Macchi Arena tonight. So I'll be excited to watch that. Hopefully Purdue can redeem kind of where they are. They're like number five in the big 10 right now. And now they probably go into the big tournament. I'm guessing a number three seed at this point. But we had such high hopes for this season. And they've been quashed a little. But I think we have a team that maybe gets maybe gets this week's 16. But we were all talking about buying final four tickets. So anyway, I digress, but it is the heat of college basketball season here as we get near the end of February. So I put this post on LinkedIn. And so I'm going to be transparent with you here with what's going on in my head. My heart kind of my world in the past when I've done a more personal episode or was more forward about sharing my faith or some insights or inspiration in terms of what I felt like I was learning from the Lord or from or from the Bible. I would save that and call it the episode after the episode. I think in this case, I'm just going to just kind of put it all out here. So if you don't have any interest in what I might be sharing personally, this just might be a good episode to skip. No reason for you to get offended or frustrated with me. I've got some sales management basics, which I will spend about five to 10 minutes on near the end of this episode. But I want to share this personal thing. In fact, after my LinkedIn post, several people message me, which was awkward because I basically said I was getting off of LinkedIn, but I got a lot of messages in the next day or two before I really did pull the plug. And a lot of this said, why don't you just share more in your podcast. Please do more episodes and you can kind of share more of your observations and little pithy things that you used to post on LinkedIn that now you're not going to do. And I was encouraged by that. So I'm just going to read this to you. I'll start with this for very different reasons. Well, that was an overstatement for somewhat different reasons. I have made a decision to do a little fast from social media. And when I say social media, I'm specifically talking about the two channels or platforms where I have been very active for a long time. LinkedIn for business and then Instagram for business-ish, but mostly personal because I don't get many leads from Instagram. And it's been on my heart to just pull back. And the two platforms are very different in my decision to pull back from each. It varies. And I'll explain this second. But let's start with LinkedIn because this is this is a business podcast. And this is what I posted on Sunday. I'm just going to read it to you. And then I'll unpack some of my feelings. Sharing my Sunday afternoon thoughts as I ponder taking a social media sabbatical for a number of reasons. And I will share with you friends as I start to read this. This was already kind of running through my mind. I was thinking about it. And then the timing of length coming up. And there was a sermon at church that just was really challenging us about priorities and what we were defaulting our time and attention to. And as I was sitting there, I was convicted of the amount of time and how easily I could be distracted or diverted from way more important things in my life, like people right in front of me or important projects with my business to fulfill my addiction of checking mentions online or self promoting or posting. And as I was thinking about that already, and then hearing this message from our pastor for whom I have great respect, I was like, maybe this is it. At the end of his sermon, he always basically has some version of a wrap up where he says to us, so what's your move? So I came home about an hour later. This is what I posted. So sharing my Sunday afternoon thoughts as I ponder taking a social media sabbatical for a number of reasons. Yes, as I've shared several times, I am certainly tired of this poorly run and poorly managed platform and all the shenanigans, bots, fake accounts, faux experts, chest pounding, trolls, armchair critics, scams, spam, etc. But it's more than that. Thinking about where I've been spending my time, where my attention defaults, the addiction to checking mentions, the amount of wasted time and energy from either consuming so much content or the mental and emotional bandwidth taken up trying to impress, seek attention or affirmation, etc. Challenge by what I'm reading in the very popular book, the anxious generation, and just put in parentheses, the hard data, the hard data from the research that this guy that wrote the book, I forget his name, the anxious generation, the data on the damage that social media has done to our kids over the last 13 years. It's beyond comprehension. So I wrote that and I said so from reading the book, I'm reconsidering the cost-benefit ratio of being so public, so connected or so consumed with what's going on out here in LinkedIn on this air quotes business platform. Also being challenged by what I'm reading in God's Word, truly thinking about my priorities and what really matters at 58 years of age and who and what deserves my energy and attention. I'm incredibly grateful for how my business and brand have grown over the past decade and a half to a position I never imagined. Super appreciative for the opportunities that I've been granted and the relationships that have been fostered. And I am beyond thankful for the amount of support my content and I have received here on LinkedIn. Yet having said all of that, it just feels like the right time to seriously consider pushing pause on my involvement here for all of the reasons listed above. Should I decide to take some significant time away from LinkedIn, I will post that decision and also update my profile to make people aware not to expect responses or replies. So it's hard to explain as I read that to you how seismic a move this feels like for me and someone who does what I do for a living. I try to explain it to my immediate and extended family a little bit and some of them get it and honestly some of them don't. I mean, I'm in a business where you get demand because you're known as a thought leader who puts out content. And fortunately, I got into this game long enough ago that I got noticed and built a platform in a brand before the whole thing went down the tubes and got nuts and there were a gazillion people on LinkedIn trying to stake out, you know, some real estate and a brand for themselves. So it's a pretty darn seismic mood and yet I have incredible peace about it. And those of you that have followed me on LinkedIn or other places, I have not been shy or timid when it comes to critiquing the platform. I think it is so poorly managed Microsoft who owns LinkedIn doesn't give a rip about the quality, the number of fake accounts and the bots and the scams. It's unmanageable. And I often will tell people that message me on LinkedIn, do not contact me here. This inbox is basically unmanageable for me because LinkedIn allows so much garbage and between the automated accounts and the bots and the scams and the spam and then just the awful behavior of people who connect and pitch or just fill it up. It was just beyond annoying. And I got tired of it. And I'm also honestly after I'm in my 16th year of doing this business this way, I'm tired of the hamster wheel as somebody called it of just trying to keep up, trying to keep up with posting, trying to keep up with the mentions. And it's I'm going to talk out of both sides of my mouth. It's incredibly satisfying. I mean on a daily basis, I get dozens of mentions where someone that I hate to say it this way because it sounds like I'm bragging. I am truly not bragging. This is just reality. I get mentioned a lot because people consume my content. So I get they're a post that thank me or someone's holding a book or they're saying something where I contribute into helping them. And I love it. And it's it feels good and there is some deep satisfaction from making a dent in the industry. And I appreciate the opportunity. But I will tell you after the number of years of doing this, the satisfaction wears off. It does not bring me the joy that it did. It's not energizing. It's not helping me do more work. In fact, it's probably poisoning me if I'm being really honest. I don't I don't want any more of my own press clippings. And when you combine that and I'll share in a second while I go off Instagram with the reality that the social media companies designed their platforms and their algorithms to trap us and to convert our brains to such a way that we are craving the attention. And we're seeking the likes and the comments and we're we're we've become addicted to needing to see what people are saying about us. That was just killing me. I like, I don't need this anymore. And and when you add on top of that, the position and the responsibility I feel in the industry to be a pro. pro-claimer of truth. And one of the things I call myself is like a hashtag sales truth teller. And for a long time, I was happy to take on the myths and the lies and the social selling goofiness. And there are so many people on LinkedIn that really haven't really done the job like their faux experts or they've got some following. And they preach with really loud voices about exactly what you're supposed to be doing and a lot of those people I would argue aren't even credible. And between that and then the arguments and the people armchair quarterbacking and yet last week before I finally hung it up, there was some snotty technology executive with no sales experience in critiquing how some salesperson approached them and was basically lecturing salespeople on how to do the job. And it was ironic because the person had no experience and the people in the comments lit up this woman who was so condescending in her tone for actually saying, "What do you know about sales?" I mean, I appreciate that you're trying to help us, but you're really not. So between the nonsense and the egos and the everyone vying for the tension, I'm like, I don't need this. I have more leads than I can get to. I'm trying to do less business, not more. I have referred as much business to colleagues this year as I've taken all the right now when the midst of the craziest little travel sprint. I'm speaking in Fort Worth and Nashville next week and I've got, I don't think nine sessions I'm doing between Tuesday and Saturday when you combine all the keynotes and the breakouts. But you know what, I'm pumped about it 'cause I like the people that I'm working with and these are some amazing clients with high quality humans and they've got a lot of confidence in what I'm doing. So I'm energized, but as I mentioned often here, I'm also cutting back and I don't wanna work at that crazy pace. So I got to the place and this is where I'm just announcing it to you where I feel like the combination of reading that book and what God is impressing on me and what my priorities are and where I wanna spend my attention and trying to get my mind and my heart healthy to not be dependent on a lot of this stuff. And some of you I know as you're hearing me talk about this, you're getting a little nudge or some type of conviction or some kind of wake up call that like even though you may not be a thought leader, you're doing the same thing and you're posting and waiting, you know, who's gonna come in and who's liking me and it's just a sick, never-ending cycle. So I am not gonna be on LinkedIn for a season. At some point here, I'm gonna update my profile and point people to our website and I'm not bailing out on the business. So don't hear what I'm not saying, but I'm just not interested in keeping up in that rat race right now. And I will have my assistant about once a week go in and clean out some messages, but I'm going to do everything I can to put one or two more posts on there and change my summary, my profile to say, Mike is not here, will not be responding if you're interested in engaging him, go to his website, contact his team. So there's that part of the update. The other part I'll just talk about it and it aligns, but some of the motivation is slightly different. It is the Instagram piece. I, frankly, as much as I hate everything about LinkedIn for the reasons I've already shared, I freaking love Instagram. I love being entertained, I love the reels, I love that it knows what you like and whether I'm getting a steady diet of ads for golf pullovers or it's showing me, you know, Christian athlete testimonials or certain worship music or just this topic, you know, it almost knows like when you're lingering on a story or a post, the algorithm is incredible. I enjoy being entertained by it. And I've also enjoyed posting and being completely transparent. I don't know that I ever got any business from Instagram. I don't know, I got maybe four, five thousand followers. I don't even know the number, but it was more for vanity. And it hit me as I've been pondering priorities and why I'm asking, why am I doing these things? And again, the anxious generation book really opened my mind and my eyes and then thinking back to some things both in that book and then even that social media documentary that came out a couple years ago where they were really transparent in several senior executives at social media companies admitted they don't allow their children to go on their own platforms because of the addictive nature of what happens there in the lack of mental health created by that. And I'm gonna add another painful piece of the puzzle here. My wife and I lost a dear friend to cancer just a few weeks ago. In fact, the memorial service is tomorrow morning. This is a bright light. This woman, sweetheart loved everybody. She and her husband were the co-leaders of the community group, the Bible study that we joined when we switched churches about four years ago. And we just really loved her and her husband. And I had a nowhere about six months ago. And this was a healthy woman. She was diagnosed with non-smokers lung cancer that had already metastasized was already at stage four. And basically the last six months, I will not even get into the graphic details. You can imagine it was incredibly painful. I'm not sure I know anyone who lived with the kind of pain and challenges she had when she passed. And hanging out with her husband and hearing him talk about life and priorities and death. I always say this when I leave a funeral, death is clarifying. And my wife reminds us all, the death rate is 100% we're all going to die at some point. But when you lose someone who is up here at about your age, you really pause. And that passing of that friend combined with an article that my buddy, he actually sent this before his wife passed away. But he had found an article, maybe somewhat of the hospice who are the hospice people were incredible. Shared with him, it was a hospice nurse who had been there for the passing of 300 patients. So a long tenure has a hospice nurse. And she took notes of the final thoughts and words and messages of these people who were facing the end of their life on earth. And it was incredibly powerful and convicted piece. I will find it and leave a link to that article. I think it was a sub-stack or some blog somewhere. I can't remember. But there was so many things in there about what people were saying about living your authentic life not living to please others, not trying to curate your image for other people's approval. And I was like, wow. And it was just raw. And it stripped me and it hit me hard. And I started asking like, why am I posting on social media? And again, I was thinking about the executives that those companies don't even let their own kids have accounts. So I'm digging in and I'm thinking, and I love posting pictures of my gorgeous granddaughters. I think they're the greatest people on this planet. And my wife came with me a few weeks ago. I had a keynote down in St. Petersburg. And she came along for that trip 'cause she has a brother nearby there. And we had a couple dinners like, you know, on the beach and sunsetting into the Gulf. And it was just gorgeous. And I thought, oh, I should take a picture and post it. I've spoken. In fact, I took the selfies. I've spoken in some really big, cool rooms and venues so far during kickoff season. I had one of my supercharger sales leadership events at the Porsche Experience Center. It was amazing. I had pictures. I just changed cars. I love posting about my cars. I've never known I love cars. Like there was a part of me wanting to post, "Hey, here's what I got." I went to with my friends from the Porsche Club in St. Louis, the Porsche Club of America. St. Louis chapter, the guy who's one of the leaders organized a couple of us to buy some pretty expensive tickets and be guests of Porsche in their suite at the Rolex 24 hours of Daytona endurance race a couple weeks ago. And I was in this cool venue. We're taking pictures in front of the race team and got to meet the drivers and we're in the pits and we're there at the Porsche Club 10. And it was awesome. I have all these great pictures and I wanted to post them. And yet I stopped myself. I didn't. When I came through realization is, I'm 58 years old and I want out of this rat race, right? It's like a trap that I feel like the world, the social media company, if you create it. And I'm no longer interested in being manipulated by an app that's got me looking for likes and affirming concepts. And listen, I'm not judging you. I'm not judging anyone. If you're still doing it, if you love it, go. Put yourself out there, enjoy it. I'm not even saying you have bad motivation. I'm just speaking for myself that I'm out. I'm done because I realize like, while I have gorgeous granddaughters and I like my cars and I speak in cool venues and go to any places. Why was I posting all that? I was posting it for like a pause and to see what, which things I put out. I got the most likes or comments and like, what's the point of that? Like, where's the joy? So I'm out. But again, I'm saying this really clearly. I'm not pointing a finger at anybody. I'm looking at the mirror and I'm saying, this isn't helped me. So here's a deal. I'm going to continue to believe that my two granddaughters are God's cutest creations ever. I'm going to continue to love my family. I'm going to play golf in some cool venues this year. I'm going to love my cars. I just cleaned up the Porsche with some cool spray on top of the ceramic coating and kind of brought the shine back coming out of the winter. I'm going to travel for business and for pleasure. I can't wait to go see Fergal and Ireland and go do some great stuff there. Hopefully later this year, I've got some significant clients. I've taken less, but I've got a couple really big companies that I'm excited to be working with, but I'm just not going to post about it. I'm setting myself free from the compulsion of sharing all of that online just to impress people. So that's what's going on in my mind. That's what's going on in my heart. I feel freed up. I also will confess. I've got some FOMO. I'm not about Instagram. That's more about the fun. I got the FOMO about LinkedIn, but I trust the Lord to provide. I have worked really hard to build a brand. I am so thankful for the books and the platform I have. And I got a lot of confidence that everything is going to be just fine. So thanks for indulging me. I realize that there's very little I shared in the last 20 minutes that is business valuable for you. But if I peaked your interest or poke you or prompted you in some way to think about how you're spent on your time or maybe you've got a diversion or a distraction or an addiction for some of my guy friends and I'm talking to you, is it your new sports gambling addiction with all this online betting? Like I see people in my life that I can tell have gone down this rabbit hole and they are now trapped in this online betting thing and they need to get help. But if that's you, I would challenge you to go get help. It's something that just keeps us away from our priorities. With me, it's my faith, it's the family and it's driving value from my clients. So that's what's on my mind. So I'm going to pivot to business here. I want to share with you a six point outline that's from a summary slide. I'll be using at a breakout session with a client. In fact, I used the same slide a year ago with them and it was the finale of a breakout. I did that led to an incredible amount of work with them over the next year doing sales management effectiveness stuff around the sales management. Simplify video series and lots of workshops and training trainers and it's phenomenal. I want to share with you. It's kind of a little reminder was we often get lost and this particular client has a bunch of small company business owners like franchisees. Sales management is not their primary function. A lot of them didn't even imagine they would be a sales manager in their past and now they own a franchise and they have a salesperson or two or a few and they have to be sales management. The more and the better I could help them focus on the precious few fundamentals because these people that run these franchises they have they were a lot of hats and they're also going to charge operations and finances and they got all kinds of other stuff to do. So my key when I'm helping someone in that situation is to in the minimal amount of time help them do maximal if that's a word sales management movement like master the precious few high payoff activities. Get the right people in the role do what you got to do to move the needle with with just a few hours a week of sales management time. So anyway, having said that reminding you this podcast is sponsored by my good friends. And I mean they become good friends Carter and Jake and the team at pursuit sales solutions. No one is better at finding you the right fit sales talent for your team. If you're ready to upgrade or your team needs to grow and you're looking to add people and you want a players you're not going to find them on your own by posting ads. Job ads attract the wrong people. The A players you want to hire are not looking online at job boards or responding to ads. You've got to go recruit them proactively. And if you want help with that, there's no one better on the planet than pursuit sales solutions. So go check out this page, pursuit sales solutions dot com slash Weinberg. All right. And there'll be a link in the show notes. If you want to go check them out. Just set up a discovery conversation, no commitment. Just talk to them, tell them about your situation. And they'll help you decide if you're fit and how they can possibly help you upgrade your sales team by bringing on the right people. Okay. I have a slide in front of me that is the final summary slide from our and 15 minute break out session. I'll be doing a few times later this week. And at the top of the slide, it simply says sales management simplified. And I will be covering a variety of things with these people in this breakout and then a separate one I'm doing on the DNA of a salesperson and making sure we have hunters. I've already taught them extensively in multiple full day workshops about accountability and smart talent management. And in this particular session, I'm bringing back the accountability meeting to give them a refresher. And then I'm also walking him through a little double overlay as I call it where I'm showing them how what comes out of your regular monthly, this company actually does it weekly because they have a shorter sales cycle. But whether it's monthly or weekly, your regular one on one, RPA results pipeline activity that foolproof framework accountability meeting. And what I'm overlaying on RPA results pipeline activity is my three sales verb framework, create advance and close. And what I'm doing in this session on a maximizing coaching impact, along with challenging them about calendar management and time blocking, proactive developmental coaching and a little bit of workshopping around best practices when we're working in the field with the seller. I want to help them take what they're learning now from doing great accountability because one of the implications, one of the outcomes when you ramp up accountability by squeezing on the salespeople and shining the light of truth, not abusing them, not demotivating them, not micromanaging them, but shining the light of truth on the real data in terms of what they're producing, their results where they are against their goal against against the team, where do they rank? How healthy is their pipeline? Is the coverage there? Are they creating new opportunities? They in longer sales cycle deals are the advancing opportunities. And if the pipe isn't healthy, like not enough deals, not enough dollars, not enough coverage, not creating, not advancing, then we must get into activity. And the beauty of that framework, which I've said to you, I don't know, 4,000 times on this podcast in 105 episodes, the beauty is you never accused of micromanagement because you're not leading with activity, you don't even get to activity unless the salesperson earns that level of inspection. So what I'm doing in this breakout is showing them what comes out of the RPA meeting. You can overlay creative events and close. And if your salespeople are not creating enough opportunities, you see that when you squeeze on the pipeline and you look at total coverage and you ask how many opportunities did you create? What is new? What did you add to the pipeline? If that number is weak, there's places we could go as a sales manager, is that they're targeting, is that they're calendar, is that they're messaging, is that they're prospecting. So we're overlaying, create on top of the pipeline, advance. If they're not advancing, there's a whole other series of questions to our people need some help running better discovery meetings, asking better questions, fleshing out objections, are they not closing or defining next steps? There's a lot there. So that's kind of the focus. And at the end, here's the slide I'm putting up. I will put these bullets in the show notes here. It's my summary to them is saying, hey, I know you're all really busy. I know you're running businesses. I know you only play sales manager part time. But if we're going to win, can you just work on these five things? The sixth one is the common sense, right? I list for them. What are some of the sales management standards that damage culture and diminish results? Well, it's anti-sales culture and lack of goals and results focus and poor accountability and managers buried in crap and letting sales people live in reactive mode and running crappy boring team meetings, having the wrong people in the role like all that stuff. I run through that. So my number one point is, hey, avoid those sins. Remember what they are and hold yourself accountable. And then numbers two through six, it's just my little simple checklist. So I'm going to throw this out for you. Just right here, as we're ending February, 2026, like evaluate how you doing on these next five things. And I'll say them quickly and then I'll come back and spend 20 seconds on each mastering the one-on-one accountability meeting, particularly the progression. Number two, making sure you have a hunter in hunting sales roles that the DNA of the person fits the job we're asking them to do. Number three, are we identifying and addressing underperformance quickly to coach people up or out? Number four, ensuring our rap is targeting a strategic finite list of either prospective accounts or global existing accounts. And then the last one, observe and coach your salesperson because you cannot lead a team with your head buried in a spreadsheet or a CRM screen. So friends, this is my business rap to this meeting. How are we doing on the sales management simplified basics? If we boiled it all down and took out all the crap and the noise and the nonsense and the tools and enablements and everyone trying to give you a follow that you don't have the coolest up-to-date process. And if you got off a LinkedIn, the cesspool where there is no barrier to entry and you just were dealing with like the absolute bare bones, brass, tax, fundamentals of sales management. Have you mastered the one-on-one accountability meeting? Can you do a short 10 to 15 minute meeting focused on one thing, right? The accountability where you're not diluting the meeting by coaching and you're not beating people up and you're not abusing them and you're not micromanaging because you're following the RPA framework results for a minute or two, the majority of the 10 minutes is spent on the pipeline, not deal strategy, but just looking at coverage, creations and advances. Are there enough opportunities? Are we put new ones in and are we moving the other ones forward, right? And doing a little bit of math, okay? And then if necessary, we dive into activity because of the pipelines unhealthy, we've got nowhere else to go. So just I'm checking, are you doing that regularly because nothing, and I mean nothing, I'm doing this a long time and I've implemented that framework in hundreds of organizations. Nothing moves the needle more or faster regarding culture and results than doing good accountability that I just outlined. Next one, getting a hunter in the hunting role. I'm doing a whole thing on sales DNA and making sure with this at one of these conferences this week, do you have people in the job that are wired to do the job? And you've heard me mention this a bunch in the last, I don't know, six months because there are a lot of sales people that did well when they were fed a lot of demand and they could do a demo or run a sales call, but they weren't about to go create opportunities because they're scared and they hate conflict and rejection and they're not necessarily self-motivated and they're more relational. Like do you have a real hunter who's not scared, who thrives on competition, who is not scared of conflict, who will push past resistance when prospecting, when doing discovery, when trying to displace an incumbent that you're up against? Okay, addressing underperformance, I've got a whole episode on that. I'll link to it in the show notes. It's sales management, malpractice to let someone go on and on and on failing and not call them out on it. I'm not saying a fire them. I'm not saying you need to put them on a pip. I'm saying if you look the other way, you're killing them. in your culture, you're killing a lot of stuff. It's malpractice. What message are you sending to the rest of your team? Like don't tell me that it's too much hassle to have the hard conversation because you're underperforming Michael, look for a job and then you gotta replace them. Like do your job, coach them up or out, recruit ahead of the need. Like you can't keep someone on your team who's failing. And particularly if you're doing the one I want accountability meeting, how long are you gonna play the fool? How long are you gonna live out the definition of insanity? If that accountability meeting's not turning them around, then you gotta change up the conversation. So are you quickly identifying and addressing underperformance where we're coaching up or out? The next one is the first phase of an initiative to bring a new business. I always say step one, you gotta pick your targets. Does everyone on your team, I don't know how you could sleep if you can't answer this in the affirmative. Does every single salesperson on your team have a strategic, written or printed finite list of targeted accounts and whether they're managing a territory and you helping them name which ones are growable and ripe for cross-selling upsell because the job of a salesperson that manages a book, a portfolio, a territory is not the babysit. It's not to care take, it's to grow revenue. We need a target, growable accounts, not just babysit our big customers and our dear friends. And if they're hunting, they're supposed to bring in new logos, net new accounts, then where's the ICP? Or I call them ideal profile clients. Like where's that list of the ones they're committed to pursuing and I always say the manager's job is to point the team. Your reps typically do what's easy, what's comfortable. They're not always the most strategic. You gotta push here, you gotta get with the rep, make sure they've got that list. And then the last one, observe and coach. I'm gonna say it again friends, you're leading humans. These humans succeed by influencing other humans to buy from your organization. What makes you think you can lead? And I say that with air quotes, foe lead these humans by sending them emails in the middle of the night or like sticking your head in a screen, looking at some CRM data. Like I'm all for the data, but you gotta watch body language. You gotta listen to tone. You've gotta observe effort and the care. And then you can give some legit feedback. So observing and coaching, like we got two levers. Now aside from getting the right people on our team, I say this all the time. We got two levers to push and pull. Number one's accountability, making sure they do their job. And lever number two is coaching, helping them get better at their job. So I'll post that list in the show notes. I hope that last eight, 10 minutes here on the sales management simplified piece is helpful for you. Hoping as I share my own story of baling on social media for a season, I'm not declaring it permanent. I'm gonna do it for a few months here for my own health, my own heart and mental health. And I'll see how I feel. I may or may not go back. I'll keep you posted. And I'm hoping with some of the time I'm freeing up that you'll get more episodes and I'll share more observations. Friends, I thank you. I wouldn't have the opportunity to do what I do without you. Thank you for listening. Thank you for your feedback. If you got comments from me on this episode, just shoot us a note. Shoot us a note. I can go through the website and get the email address there. I wish you great sales leadership and I wish your team tons of new sales. (upbeat music) (upbeat music)