The concept of a SAM being the “CEO of their own business” is a frequent
idea within mature sales organizations. Senior management may
be looking to get more business-driven behaviors from their SAMs.
Other times they hope SAMs will act with more entrepreneurial
agility, counteracting slow internal process or decision cycles.
The question remains – can, and should, organizations attempt
to shift SAMs towards a CEO mindset? If so, how can you get
In this virtual session we explore the motivations behind the phrase and the behaviors they hope to drive. We will discuss the ability of SAMs to stretch into a CEO mindset, both through necessary skills as well as the personality type expectations. Additionally, we’ll briefly review some specific approaches to help SAMs gain basic understanding of the way CEOs view the world and better tools for communicating more like senior business leaders.
Participants will leave with a better understanding of the root causes behind the idea, the desired behaviors and the practical challenges in addressing this type of transformation at an organizational level.
Michael brings experience from a career of more than 25 years in solutions-selling,
consulting and professional services management roles, serving account
bases that include some of the largest companies in the world. With
direct experience selling complex portfolios of products and services,
and acting as a mentor and coach for executing sales strategies around
the world, Michael has a background of demonstrated successes at
the strategic level. He provides effective leadership to account
teams, segment managers and executive sales leadership across a wide
span of verticals and markets.
As the principal and founder of Magnetic, Michael helps lead diverse teams towards transforming their sales and customer management practices. Starting in 2011, Magnetic has engaged with customers in over 15 countries across the globe, bringing innovative sales strategies and delivery experience to multiple industries and channels. In the past 5 years, Magnetic has directly impacted over $1.6B USD in revenue and sales for their customers.
Before founding Magnetic, Michael worked at Microsoft for 15 years within their enterprise accounts group and consulting organizations. Additionally, he served key transition roles in their Silicon Valley area as part of major cloud-based acquisitions. His responsibilities included readying customer accounts and businesses for introduction into the multibillion-dollar enterprise sales organization, as well as managing the ongoing P&L of those customer business teams during the transitions.
Prior to Microsoft, Michael held positions with several boutique consulting and custom software development firms in the Great Lakes, United States region, leading and managing both revenue lines and services teams.
Michael is a frequent speaker and presenter for private and public
functions. He holds a Bachelor’s degree in Psychology from
The University of Ohio State in Columbus, Ohio. Michael currently
resides in Nashville, Tennessee.