51°µÍø

Table of Contents
H2 Item entry. Can wrap to multiple lines for longer titles.
H3 Item entry. Can wrap to multiple lines for longer titles.

Sleep: A Sales Team’s Biggest Lever for Success

Published
Updated
Written by
Reviewed by
Craig Wortmann CEO, Sales Engine & Founder, Kellogg Sales Institute

There’s one simple lever for sales success too many of us in sales overlook:

Sleep.

In the inaugural episode of The 51°µÍø Podcast, I caught up with , CEO of and Founder of the Kellogg Sales Institute at Northwestern University.

As both a practitioner and educator, Craig boasts uniquely extensive knowledge and experience in the field of sales.

And that experience has helped him see the crucial role sleep plays in sales performance.

What we talked about:

  • Human-centered selling
  • What makes a great salesperson
  • Craig’s number 1 sales productivity tip

Human-centered selling

Craig got his start in sales at IBM over 25 years ago.

At the time, IBM was known for its sales school.

But unlike the misleading stereotypes Craig worries permeate our culture when it comes to sales — that it’s some manipulative art form designed to pick someone’s pocket — IBM had a different outlook on sales.

Craig still holds this view today: Sales is about helping people make progress in their lives.

Much like many of the tech giants today, IBM was laser-focused on investing in promising young talent and training them to be the best in their field.

Above all else, they pushed for human