We are revisiting the 2023 NSC for this instalment of From the NSC Stage. When Paul McGee took the mic, he didn’t just bring a framework. Instead, he offered a challenge to the “autopilot” nature of professional life and sales performance.
McGee brought his signature blend of humour and “MAD” (Making A Difference) philosophy to the stage. He explored how sales professionals can get the best out of themselves, their teams, and their lives.
Here are the three core pillars of the SUMO guide to peak performance.
The Power of Questions
McGee posits that we often think in questions without realising it. The problem is that when we are under pressure, we tend to ask ourselves destructive questions that lead to “pipeline drag” and personal burnout.
To maintain peak performance, McGee suggests using two specific questions to regain perspective:
Where is this on a scale of 1 to 10? In this scale, 10 represents “death or the end of the world.” McGee warns that stress makes us stupid; it causes us to react to a “level 2” problem (like a missed minor deadline) as if it were a “level 9” catastrophe.
How important will this be in six months? Most of what feels like a crisis today will be a footnote in half a year. Asking this helps sales leaders step out of the minutiae and back into the big picture.
Manage Your Mental Diet
McGee’s own journey, from management trainee to being housebound with chronic fatigue syndrome, to eventually hiring himself when no one else would, taught him that mindset is the ultimate differentiator.
“You don’t have to be ill to get better. You can always, always improve.”
He challenges the “Daily Dose” of negative news (CNN: Constant Negative News) that many professionals consume. To achieve peak performance, you must take control of your “choose-day”:
Audit your circle: Are you surrounded by “Mood Hoovers,” people who suck the life out of a room?
Intentional learning: Leaders are learners. Whether it’s podcasts, audiobooks, or five minutes of reading a day, your mental diet dictates your resilience during the inevitable “messy middle” of a sales cycle.
The Impact of Eyeballs in an iPhone World
In a world increasingly dominated by AI and digital interfaces, McGee offers a vital reminder: You cannot lead via email.
He shared the story of his original SUMO book proposal being rejected multiple times by publishers who found the title “aggressive.” It was only by insisting on a face-to-face meeting, moving from “iPhones to eyeballs,” that he was able to build the rapport necessary to turn a “no” into a global brand.
Relationships over Systems: Embrace AI and systems for efficiency, but never underestimate the power of being in the room.
Adapt the Package: Just as McGee adapted “Shut Up, Move On” to “Stop, Understand, Move On” for school environments, sales professionals must package their message to fit the audience’s comfort zone.
The SUMO Challenge
McGee’s closing message to the NSC audience was simple: Life’s opportunities lie outside your comfort zone. Change will feel uncomfortable, but what feels risky today will be part of your “comfort zone” in six months, if you have the courage to stop, understand, and move on.
The ‘Invisible Sale’: 3 Lessons from Simon Hazeldine
Ben Hanlin: The Psychology Of Sales Audience Engagement
Andy Bounds: Why Your Prospects Don’t Care About Your History
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