Last year, I took six sales leaders with me to Mike Weinberg’s Supercharge Your Sales Leadership event in Atlanta.
By the end of the day, the feedback was unanimous:
“This gave me language for things I’ve been feeling but couldn’t articulate.”
“I finally know how to run a real 1:1.”
“I’m going home with a clear definition of what I need to do as a Sales Leader.”
It was incredible -and more importantly, it equipped, encouraged, and energized these leaders to lead with more purpose, greater clarity, and real accountability.
I’m going back again this year -and I’m inviting a few more sales leaders to join me.
While reviewing my notes from the past two trips, I pulled out some key takeaways that continue to shape how I lead and coach today.
Sales Leadership Is Not a Desk Job
Mike says it plainly: sales leadership is a proactive role, not an administrative one.
If we’re leading from behind a desk, buried in emails and reports, we’re not truly leading.
Our job is to:
✅ Give our teams the tools to win
✅ Get into the field, onto calls, and sell with them
✅ Set the direction and strategy
Sales is a competition, and our leadership needs to reflect that.
Clarity Is the Leader’s Job
Strategy isn’t your reps’ job. It’s yours.
If your team isn’t sure what they’re selling, who they’re selling to, or what “good” looks like, that’s not a training problem: it’s a leadership problem.
We spent time digging into:
- Defining clear targets (who we’re pursuing and why)
- Aligning compensation with the outcomes we actually want
- Simplifying the strategy so reps always know where to go next
The goal: a focused, finite list that drives results.
Sales Meetings That Actually Move the Needle
Most sales meetings drain energy. Mike reframed them as tools to energize and equip teams, not review dashboards.
A great sales meeting should:
✅ Build momentum
✅ Reinforce focus
✅ Equip reps with tools to sell better
We also discussed Mike’s RPA one-on-one format: Results, Pipeline, Activity -a structured, consistent meeting rhythm that creates real accountability without turning into a beat-down.
The Hard (But Necessary) Side of Talent Management
Mike shared his “Four R’s” for managing talent:
1️ Right people in the right roles
2️ Retain top performers
3️ Remediate or replace underperformers
4️ Recruit constantly
Top leaders spend 2.5x more time with their best reps, and the results speak for themselves.
Hunters vs. Zookeepers
If your account managers are also your new-business hunters, you’ve probably felt the pain.
Mike’s framework is simple:
- Zookeepers nurture existing relationships.
- Hunters pursue new business.
Both are essential, but they’re not the same. Defining these roles clearly can transform how teams sell and grow.
A Simple Framework for New Sales
Mike’s New Sales Driver Framework breaks proactive selling into three steps:
1️ Select Targets – Build a finite, focused list of growable accounts and prospects.
2️ Create & Deploy Weapons – Craft your sales story, messaging, and tools.
3️ Plan & Execute the Attack – Define who you’re calling, how often, and how you’ll follow up.
This structure moves us from reactive to intentional leadership.
What You’ll Walk Away With
In one day, you’ll leave with:
✅ A blueprint for sales meetings that align and energize
✅ A ready-to-use RPA one-on-one template
✅ Clearer talent strategies
✅ Targeting tools to win more business
✅ Fresh conviction to lead as a hero maker -not the hero
Join Me in Atlanta
This February, Mike returns to the Porsche Experience Center in Atlanta, and I’m bringing another small group of leaders with me.
If you:
- Lead a sales team (or wear the sales leader hat as an owner, president, or GM)
- Feel like you’re reacting more than leading
- Want more clarity, confidence, and structure in how you coach and manage
…I’d love for you to join me.
Reach out for details or discount codes – let’s make 2026 the year you lead sales with clarity and conviction.
Cheers,
Kyle Jager
