The Sales Management. Simplified. Podcast with Mike Weinberg "The Strength of Talent" - To Grow Our Sales We Need to Grow Our People
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Jan 14, 2026 
Mike Goldman, a leadership team coach and author of the bestseller The Strength of Talent, discusses transforming talent into profit. He challenges the cliché that people are a company’s greatest asset, emphasizing the often lack of action backing those words. Goldman critiques outdated performance reviews and stresses the need for continual re-recruitment of top talent. He also highlights the importance of aligning productivity with culture fit and urges leaders to invest time wisely, focusing on growth for high performers rather than mediocrity.
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People Growth Drives Profit Growth
- People growth is the primary driver of profit growth and deserves equal rigor as revenue metrics.
- Leaders must prioritize proactive development, not just reactive problem-fixing.
Ditch End-Of-Year Reviews
- Stop relying on annual or quarterly performance reviews as your main development tool.
- Give frequent, specific coaching throughout the season instead of dumping feedback at year-end.
Measure Productivity And Culture Fit
- Performance has two axes: productivity and culture fit, and both must be evaluated.
- Treat 'high-performing jerks' as poor talent density because negative culture impact cancels productivity gains.
