Have you ever wondered what sets the mindset of a different manager apart from traditional ones? Well, let me tell you, these managers think realistically and set high expectations for themselves and their team. They are constantly striving for improvement, knowing that each new year brings with it new challenges and obstacles in sales.

However, successful companies must also consider the risks to revenue and growth. That's where "Big Risk Metrics" (BRMs) come into play, a concept that many organizations overlook. We need to move beyond the pipeline-driven approach to sales and instead focus on precise metrics that help us identify potential risks.

But even with CRM technology, we can be misled and fail to see underlying risks in our sales pipelines. That's why it's crucial to maintain an ideal sales pipeline that adheres to strategic standards and guarantees monthly and quarterly targets. Accurate forecasting and data-driven insights are essential in any sales organization.

Weekly monitoring and execution are also significant in sales operations. We need to set a faster pace, focus on problem-solving, and treat the week as a management tool to identify and solve critical issues efficiently.

In short, the different manager's mindset is all about realism, high expectations, and constant improvement. By considering risks to revenue and growth, relying on precise metrics, and maintaining an ideal sales pipeline, we can achieve success in sales operations.

The episode delves into the current shift in organizations towards a more collaborative and metric-driven mindset that fosters confidence and open communication. Sales governance plays a pivotal role in aligning the team's focus towards areas that require improvement, creating a transparent and honest environment that embraces challenges and opportunities for growth. 

For businesses keen on boosting their sales performance and embracing a new outlook, the different manager philosophy is highly recommended. This approach emphasizes the significance of metrics, collaboration, and transparency in creating a conducive environment for growth and success. 

As the conversation progresses, the importance of sales in funding and building a strong business becomes more evident. By implementing the different manager approach, businesses can gain valuable insights into their sales forecast, identify key issues, and take action to resolve them. 

In conclusion, Michael's insights have been invaluable, and it's a reminder for business owners and CEOs to take stock of their goals and explore ways to enhance sales performance within their organizations. With the right mindset and approach, businesses can achieve significant growth and success.

0:02:00 The Different Manager's Negative Thinking
0:06:18 The Risk to Revenue and Growth
0:09:15 Uncovering Hidden Risks in Sales Operations
0:11:14 The Pitfalls of Pipeline-Driven Approaches to Sales
0:17:10 The Importance of Weekly Risk Identification and Problem Solving
0:20:30 The Weekly Lever: Changing Progress Review and Execution Monitoring
0:26:14 Sales: Bringing Confidence to the Business
0:28:02 Sales as a Leadership Position: A Mini CEO
0:34:31 Company Potential: Planning for the Future
0:42:42 Introducing the Demand Chain for Better Marketing Contribution

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