In this firepower-packed episode, the truth gets laid bare—underperforming sales teams aren't a people problem, they're a leadership problem.

This is a straight-talking, high-impact breakdown of how real sales transformation begins and ends with leadership execution.

If you've ever blamed your team for missing the number, this episode will challenge everything you think you know.

From building a milestone-based sales process to implementing predictive scorecards, this conversation dives deep into CRM integration, pipeline visibility, accountability, coaching, and training that actually sticks.

The hard truth? Most sales teams are flying blind with no consistent process, no common language, and no real leadership.

You'll hear a real-world case study of a sales team that went off the rails—and how leadership course-corrected and turned everything around.

You'll walk away with a clear picture of what works, what doesn't, and what to do next.

If you're serious about moving from managing to leading and getting results that matter, this episode is for you.

Timestamps

• 00:00 – Welcome back and the truth about leadership
• 02:12 – Sales issues: Leadership's failure, not the team's
• 05:20 – Building a real sales foundation: Custom process + scorecard
• 08:42 – Buy-in and why it's step one
• 10:30 – CRM or bust: If it's not in there, it doesn't exist
• 13:45 – Why rollout and training must include the "why"
• 16:10 – Sales training failures and why 90% of reps are untrained
• 19:00 – Role play isn't goofy—it's necessary
• 20:38 – Creating a common sales language across the team
• 23:27 – The game-changer: Coaching consistently
• 26:50 – Coaching through pipeline metrics
• 30:20 – Why you're not a rep anymore—you're a sales leader
• 33:15 – Stop being blind to deal quality, close rates, and stage conversions
• 36:03 – Year-over-year vs. month-over-month: The truth about sales planning
• 39:50 – Five reasons month-to-month comparisons are broken
• 42:38 – Implementing a rolling 13-month dashboard
• 44:05 – Segmenting data by product line, region, and customer
• 45:25 – Tracking pipelines and deal sizes as leading indicators
• 47:12 – Visibility and accountability: The keys to performance
• 48:50 – Case Study: Tech Solutions' leadership breakdown and rebound
• 50:10 – Final truth bomb: Your team's results = your leadership

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