Follow us on

Mike Zani Discusses How to Build and Manage Sales Teams Using Behavioral Science

Yesware CEO, Joel Stevenson, talks all things sales with fellow entrepreneurs, CEOs, and sales experts. In this episode of The Hard Sell, Joel and guest Mike Zani, CEO of The Predictive Index and best-selling author of “The Science of Dream Teams,” discuss how behavioral science can help build and manage sales teams to enhance talent and drive results.

About the Guest: Mike is the Wall Street Journal best-selling author of “The Science of Dream Teams” and is CEO of The Predictive Index, the leader in talent optimization. He has a remarkably varied background.

After graduating from Brown University, Mike coached the 1996 U.S. Olympic Sailing Team, where he was named Coach of the Year for the sport of sailing. After his career as a sailing coach, he attended Harvard Business School. Mike later partnered with a fellow graduate school classmate to form a search fund called Phoenix Strategy Investments, which searches to acquire companies where there is the potential to apply better management practices to dramatically improve business results. The first company Phoenix Strategy Investments acquired was LEDCO, a computer docking station manufacturer. As CEO, Mike increased LEDCO’s revenue by 350% in four years. After selling LEDCO, Mike acquired and ran ShapeUp, a SaaS wellness platform, and grew revenues by 600% in three years.

At both of these companies, Mike and his team used The Predictive Index®, a workforce assessment methodology, to ensure they were doing the best possible job hiring and managing people. The Predictive Index had been family run since its founding in 1955. In 2014, Mike led an investment to purchase The Predictive Index and has been CEO of the company since.

Meet Your Host

Joel Stevenson

Joel Stevenson is the CEO of Yesware - a leader in sales productivity software. Prior to Yesware Joel was the GM and founder of Wayfair's B2B division which he grew to several hundred million in revenue. He began his Wayfair career by leading the company's home improvement products division, followed by his role as Managing Director of Wayfair UK, where he drove growth of the company's international presence. Joel then served as Vice President of FP&A while Wayfair was making the transition to a public company.

Before joining Wayfair, Joel held a variety of sales and marketing roles at Ariba, Innovus, and Verizon and was a consultant at ZS Associates. Joel earned an M.B.A. from the Yale School of Management, a B.S. in Business Administration from the University of Illinois and studied Chinese at Harvard-Beijing Academy. He lives in Massachusetts with his wife and four children.

Follow us on