Performance starts with the foundations, and high performers never lose sight of what got them there.

Derek Roberts, President of Roberts Business Group is back with Mental Selling host Hayley Parr to discuss what really drives sales teams to hit their potential. Derek shares stories from his decades in sales leadership, explains why selling is a noble profession, and uncovers the habits and disciplines that separate the best from the rest.

Along the way, Derek discusses the qualities of successful sellers, details strategies for effective coaching, and offers an inside look at the Congruence Model from Integrity Solutions. He also reflects on his work with nonprofits, providing inspiration for anyone selling with purpose, regardless of industry.

In this episode, you’ll learn:

1. Goal Clarity in Action: Why personal ownership of goals outpaces external targets.

2. Coaching Beyond the Basics: How leaders develop professionalism and productivity.

3. Navigating Change: Techniques for thriving when markets shift or growth slows.

4. Mission-Driven Selling: Real-world lessons for connecting purpose to productivity in any organization.

Resources:

Derek Roberts’ LinkedIn: https://www.linkedin.com/in/derekroberts1/

Learn more about Roberts Business Group: https://www.robertsbg.com/

Learn more about Integrity Solutions: www.integritysolutions.com/

Jump into the conversation:

(00:00) Meet Derek Roberts

(02:10) Derek’s journey: Childhood sales to coaching

(06:59) High-performing sales teams: Goal clarity and drive

(09:32) Pre-call planning: Big goals vs. conversation goals

(13:52) Moving beyond transactional sales

(20:38) The Congruence Model: Aligning motivation with performance

(24:33) Overcoming misalignment in sales teams

(27:53) Sales in nonprofits: Mission, margin, and impact

(33:06) AI, physical intelligence, and preparing to sell