The best ideas from 30+ top podcasts, every week.
6 quotes from 1 episode on M&A Science, each with a timestamped link to the source.
Enterprise software acquirers routinely misdiagnose sales slumps by firing bottom-quartile reps instead of auditing the frontline managers who hired and trained them.
“If I have 50 managers and two can't recruit and everybody else can…”
From John McMahon on Why Sales Diligence Must Target Managers, Not Reps
“…it's a sign that I thought that I knew my manager, but the outside world's telling me I really don't know my manager.”
From John McMahon on Why Sales Diligence Must Target Managers, Not Reps
“I've seen it in many cases where you wonder why these sales reps are not performing…”
From John McMahon on Why Sales Diligence Must Target Managers, Not Reps
Sales forecast accuracy serves as the definitive diligence metric for judging sales leadership competence, proving whether front-line managers actively interrogate pipeline or pass unverified rep optimism up the chain.
“…the greatest sign of a whether or not a manager is truly involved with their people is how accurate they can forecast.”
From John McMahon: Forecast Accuracy Is Sales Manager Diligence
“How can you possibly get rid of a sales rep and not hold the manager accountable? If they hired them, they either hired the right person or the wrong person.”
From John McMahon on Why Sales Diligence Must Target Managers, Not Reps
“Are they being held up because one sales rep is doing all the productivity, the other five are failing?”
From John McMahon on Why Sales Diligence Must Target Managers, Not Reps
How we attribute quotes. Every quote was matched against the episode transcript, so the words and the timestamp are real (we trim filler words like "um", nothing else). The name comes from our written summary of the episode, and we use it only when a separate check of the captions finds that person on the episode. YouTube gives us no voice-by-voice transcript, so open the timestamp to hear who is talking. See a wrong name? Tell us and we fix or remove it.
The week's private equity podcasts, boiled down to one short Sunday read, for deal professionals, operating partners, and LPs.
You get both newsletters, The Throughline and The Carry. No spam. Unsubscribe with one click.