July 13, 2018

Episode 33 :: NBA has eliminated the GM/Coach role. What about LBM's GM-Sales Coach?

Episode 33 :: NBA has eliminated the GM/Coach role. What about LBM's GM-Sales Coach?

The National Basketball Association (NBA) has all…


The National Basketball Association (NBA) has all but eliminated the "GM as Head Coach" model with last year's demotion of Glenn "Doc" Rivers (L.A. Clippers) and the recent firing of Stan Van Gundy (Detroit Pistons). The tacit admission is this: the GM and Head Coach are two different leadership roles that require two different skills sets rarely found in one individual. From the NBA to LBM: what about our industry? Many firms still employ the GM as Sales Coach model. Should they? What are the Pros and Cons? In today's episode, Hartmann shares his Behind Your Back Sales Company's C4S Model used to evaluate and assist sales leaders—regardless of who they are and what title they hold—to ensure sales teams have the selling skills, selling tools, and a culture of accountability to deliver consistently strong sales performance.