Title Synopsis: Napoleon wasn’t short, George Washington never had wooden teeth, bats can see, and Columbus didn’t “discover” America. Just because something is repeated, documented, or widely accepted doesn’t make it true. Similarly, outdated sales training and ineffective leadership have tainted the sales profession, fostering global mistrust and widespread resentment. I’m on a mission to expose these issues and help people realize there’s a more effective way to approach sales today. Blaming salespeople for poor performance is easy, but the problem lies in how they’ve been set up to fail. Salespeople are often held responsible for underperformance when, in reality, the system around them is broken. How can they excel when onboarding is rushed, sales processes are nonexistent, role-playing is rare, training is stuck in the past, leadership is lacking, and expectations are detached from reality? The real issue? Companies are still force-feeding salespeople with one-size-fits-all sales techniques and tactics that are no longer relevant. Some of the sales methodologies still being taught today were created before we landed on the moon! This book aims to bridge the gap between sales managers and their salespeople, and it provides a fresh perspective on how sales managers and salespeople think, act, and interact. My goal is to provide actionable advice, and practical insights for both groups, empowering them to collaborate more effectively in today’s fast-changing sales landscape—leaving behind the outdated practices of the past.
Author Bio: At a young age, Steve Heroux had debilitating anxiety at the mere thought of standing in front of the class and giving a book report. But thanks to the accidental discovery of his first sales job selling Cutco knives at eighteen years old, he later became the #1 Cutco rep in the United States in his senior year of college. After seven years of performing at a high level in both sales and sales leadership roles with Cutco, he decided he wanted a new challenge and entered the insurance field. He went on to have an extensively successful career at Aflac, as a sales leader and salesperson, where he became the #1 agent in a field of more than 60,000 agents.
The more he immersed himself in this world, the more he realized something was fundamentally wrong. The techniques being taught were relics of a bygone era, designed for a world that no longer existed. They were focused on manipulation rather than collaboration, on coercion rather than inspiration. He saw talented individuals struggle under the weight of these antiquated methods. He saw teams falter, not because of a lack of effort or skill, but because they were being led astray by principles that had outlived their usefulness. And he knew something had to change. He realized that there were countless people whose lives and businesses could be positively impacted if they simply had the chance to thrive in the right environments. For this reason, among many others, he focuses his time on helping both salespeople and leaders develop the qualities and mindset to drive transformational change.
Author: Steve Heroux
Narrator: Steve Heroux
Publisher: Greenleaf
Copyright: 2025 Steve Heroux
Audiobook Release Date: 1/28/2025
Original Book Release Date: 1/28/25
Running Time: 05:22:56
ISBN: 9781965655238
