142: The rise of the anti-metrics sales leader with Joshua Desha

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Joshua Desha, veteran sales leader, consultant, coach, mentor, and entrepreneur.

Joshua has done it all in sales: he grew his own insurance company for 10 years, lead large-scale sales teams, and has spoken extensively about his thoughts on sales best practices.   

Throughout the pod, Collin and Joshua the perils – and downright negatives – of having a metrics-driven sales organization.

Highlights include: why are metrics the root of all evil? (2:23), promoting bad sales behaviour (6:06), how do we humanize running our sales teams? (24:51), what does a company that isn’t metrics driven look like? (31:05), how do you balance time crunches with giving salespeople the space to research and go deep? (37:21), the sales lightning round (48:07), and cold call Collin (58:20).