The Untapped Power of Middle Performers with Keith Willis

In this episode of the Exceptional Sales Leader podcast, I welcome Keith Willis—a seasoned sales leader and founder of Core Management Training. Fuelled by a diverse background in both military and pharmaceutical sales, Keith shares his insights on transitioning from structured military roles to the dynamic world of sales. The conversation traverses his journey from a fledgling sales representative to a district manager, underlining the significance of mentorship and structured leadership training in shaping successful sales teams. The episode dissects crucial themes such as the pivotal role of middle performers in achieving organisational success, the value of robust leadership training, and the challenges faced by sales leaders in an evolving industry landscape. Keith emphasises the need for sales managers to focus on improving the potential of middle-tier performers, who represent a substantial portion of the salesforce. To connect with Keith and to learn more about what he does, please go to: LinkedIn - https://www.linkedin.com/in/keithawillis/ Website - https://coremanagementtraining.com/