In this episode of "From Pain Point to On Point," host Britt dives into the world of sales strategy, exploring why data alone isn't enough to drive performance. Discover how to transform your sales team from data-driven to strategy-driven, and learn the five essential steps to build a performance strategy that turns numbers into meaningful action.

Join us as we shift from data overload to strategic clarity, ensuring your sales team is not just busy, but effective. Subscribe for more insights and strategies!

Best Moments

(00:00) Introduction: More Than Metrics
(02:15) The Problem with Data Overload
(05:30) Differentiating Data-Driven and Strategy-Driven Teams
(08:45) Five Steps to Building a Performance Strategy
(12:00) The Importance of Leading Indicators
(15:30) Visualizing Progress and Automating Insights
(18:45) Reviewing and Evolving Your Strategy
(22:00) The Benefits of a Strong Performance Strategy
(25:30) Conclusion: From Data Overload to Strategy Clarity

In this engaging conversation, our host, Britt, and Ken Abel of Trailstone Insurance explore the transformative impact of AI on the insurance industry, discussing the challenges faced by sales teams, the importance of maintaining human connections, and the rapid evolution of technology. They emphasize the need for human oversight in AI applications, the potential for AI to enhance training and performance, and the necessity for industry leaders to adapt to change to remain competitive. The discussion highlights the balance between leveraging AI tools and preserving the essential human element in customer interactions.

Best Moments

(00:00) Introduction to AI in Insurance
(02:30) Performance Challenges in Sales Teams
(05:10) The Role of AI in Sales and Customer Engagement
(07:50) Maintaining Human Connection in an AI-Driven World
(10:25) The Evolution of Professionalism with AI
(13:26) The Future of AI in the Insurance Industry
(16:01) AI's Impact on Job Roles and Human Oversight
(18:48) Navigating Errors and Accuracy in AI Implementation
(21:25) The Doctor-Patient Analogy in Insurance Sales
(25:26) The Role of Education in Sales
(32:02) AI as a Tool for Sales Performance
(37:34) Embracing Change in the Insurance Industry
(45:07) Recommendations for AI Tools

In this episode, we explore the significance of small wins in sales performance, emphasizing that recognizing day-to-day progress can lead to long-term success. The conversation highlights the importance of data-driven insights, practical strategies for implementing small wins, and real-world examples of how these practices can enhance team morale and performance. Ultimately, the episode advocates for a culture of recognition that fosters engagement and accountability among sales teams.

Best Moments:

(00:00) The Importance of Small Wins in Sales
(02:54) Data-Driven Insights on Progress and Performance 
(06:03) Implementing Small Wins in Sales Strategy 08:43 Real-World Examples of Small Wins
(11:39) Conclusion: Building a Culture of Recognition

In this conversation, Britt and Ken Abel discuss the importance of motivating disengaged sales teams, particularly in the insurance industry. They explore indicators of disengagement, generational differences in motivation, and the role of gamification in enhancing team engagement. Ken shares strategies for re-engaging team members, balancing productivity with a healthy team culture, and the significance of communication in sales leadership. The discussion also touches on adapting to market changes and the human element in sales, emphasizing the need for creativity in utilizing motivation tools.

Best Moments:
(00:00) Introduction to Motivating Disengaged Teams
(02:57) Understanding Disengagement in Sales Teams
(05:55) Generational Differences in Motivation
(08:45) The Role of Gamification in Engagement
(11:57) Motivation as a Core Sales Strategy
(14:51) Re-engaging Disengaged Producers
(18:00) Adapting to Market Changes
(20:46) Balancing Targets and Team Culture
(24:01) Advice for Sales Leaders
(26:40) The Human Element in Sales
(29:50) Creative Uses of Gamification
(32:57) Final Thoughts on Engagement Strategies

Guest Bio: Ken Abel is the Sales Director at TrailStone Insurance, where he has been a pivotal figure for over six years. Starting his career as an independent contractor, Ken quickly transitioned into a leadership role, now managing a team of 10 sales producers and 25 independent contractors. With a background in graphic design, Ken made a significant career shift to insurance sales, driven by a passion for helping others grow their business. His innovative approach to sales management, including the use of gamification and personalized motivation strategies, has been instrumental in engaging and inspiring his team. Ken's commitment to fostering a supportive and dynamic work environment is evident in his dedication to continuous improvement and team collaboration.

In this episode, we explore the critical elements of building high-performing sales teams, focusing on the importance of autonomy and accountability. The discussion highlights how fostering a culture of self-sufficiency and motivation can drive sales growth. We delve into the self-determination theory, emphasizing the psychological needs of autonomy, competence, and relatedness. The conversation also covers the significance of small wins and how they contribute to a high-performance culture, ultimately leading to improved sales outcomes.

Best Moments:
(0:00) Building High-Performing Sales Teams

(09:54) The Importance of Accountability in Sales

(14:06) Celebrating Small Wins for Motivation

In this conversation, OJ Christoffersen discusses the significance of structured coaching in enhancing employee engagement and personal development within teams. He emphasizes the difference between mere management and effective coaching, highlighting how coaching fosters autonomy and confidence among team members. OJ shares success stories from implementing structured coaching at SalesScreen, detailing how it has led to lower churn rates and improved customer success. The discussion also covers the importance of collaboration, feedback culture, and the practical implementation of coaching programs, encouraging leaders to embrace coaching as a valuable investment for their teams.

Best Moments:
(00:00) The Importance of Structured Coaching

(04:03) Empowering Teams Through Coaching

(09:53) Success Stories from Structured Coaching

(16:01) Implementing Effective Coaching Programs

(21:46) Building a Collaborative Coaching Culture

(27:59) Investing in Coaching for Long-Term Success

Guest Bio: OJ Christoffersen is the Head of Customer Success at Sales Screen, where he passionately advocates for structured coaching to enhance team performance and engagement. With a focus on personal growth and skill development, OJ has successfully fostered a culture of empowerment and collaboration within his team. His innovative approach to coaching has not only improved employee retention but also driven significant business outcomes in the B2B SaaS space. OJ's dedication to nurturing talent and unlocking potential makes him a leading voice in the field of customer success management.

How are AI and gamification reshaping the future of insurance in the UK? In this episode of From Pain Point to On Point, host Britt sits down with SalesScreen’s Sales Manager, Harry Hindess, to break down the top trends and insights from ITI UK 2025.

We dive into: How AI is being adopted across pricing, risk assessment, and automation

 – The growing need to engage Gen Z and millennial employees in insurance
 – Why gamification is becoming a key strategy for motivation and retention
 – Real stories and trends directly from the ITI UK 2025 conference floor
Whether you’re in insurance, tech, or sales leadership, this conversation reveals what’s ahead and how you can prepare for the next wave of innovation.

Best Moments:
(00:00) Emerging Trends in the Insurance Industry

(07:07) The Role of AI in Insurance

(11:59) Gamification: Engaging the New Generation

(23:56) Future of Insurance: Embracing Change

Guest Bio: Harry Hindess is a seasoned Sales Manager at SalesScreen, known for his insightful perspectives on the intersection of gamification and AI in the insurance industry. With a keen eye for emerging trends, Harry recently shared his experiences from the ITI UK event, highlighting the transformative impact of technology on traditional insurance practices. His expertise in sales and passion for innovation make him a valuable voice in discussions about the future of insurance.

In this episode of From Pain Point to On Point, host Brittney Moseley dives into the final Bartle player type—Killers. She explains how to effectively manage and motivate these fiercely competitive individuals within sales teams, while maintaining a balanced environment for all player types.

Best Moments:

(00:59) Definition and characteristics of Killers in sales teams

(03:39) How Killers interact with other Bartle player types

(08:10) Strategies to motivate Killers effectively

(12:54) What doesn’t work when motivating Killers

(17:36) Creative ways to engage Killers in team competitions

(22:35) Key takeaways for managing Killers in a sales team

In this episode of From Pain Point to On Point, host Brittney Moseley sits down with Sindre Haaland, CEO of SalesScreen, to discuss the integration of AI into sales gamification platforms and its potential impact on the future of sales team dynamics. They explore how AI can elevate insights, automation, and personalization, transforming the way managers and reps interact with gamification.

Best Moments:

(00:54) Introduction to AI in SalesScreen’s platform

(02:01) Three layers of AI impact on gamification: insights, automation, and personalization

(05:26) Inspiration behind implementing AI in SalesScreen

(08:13) How AI enhances the gamification experience for managers and sales reps

(12:28) Ethical considerations and privacy regulations in AI implementation

(19:51) Personalized gamification and its potential impact

(26:23) AI’s role in providing context and insights for sales competitions

(37:37) Predictions for AI’s role in shaping sales team dynamics in five years

(43:00) Background of SalesScreen founders in AI studies

Guest Bio:

Sindre Haaland is the CEO of SalesScreen, a sales gamification platform. With a background in AI studies, Sindre brings a unique perspective to the integration of artificial intelligence in sales performance management. Under his leadership, SalesScreen is implementing AI features to enhance insights, automation, and personalization in their platform, aiming to make work more fun and engaging for sales teams.

In this episode of From Pain Point to On Point, host Brittney Moseley sits down with Sindre Haaland, CEO of SalesScreen, to discuss how tracking and gamifying sales activities can drive long-term success. They explore the importance of visualizing performance data, balancing quantity vs. quality in sales, and using gamification to keep teams engaged and motivated.

Best Moments:

(01:27) Why tracking conversions and activities is critical for sales teams

(05:51) How gamifying activities boosts sales team performance

(09:41) Challenges sales managers face when tracking conversions

(12:10) How SalesScreen simplifies performance tracking and visualization

(26:36) Preventing burnout while tracking and gamifying performance

(35:57) Advice for companies starting to gamify their sales activities

Guest Bio:

Sindre Haaland is the CEO of SalesScreen, a sales gamification and performance visualization platform. With over a decade of experience, Sindre has helped companies enhance sales performance through gamification, data-driven tracking, and motivational strategies. His expertise lies in leveraging technology to improve sales team engagement and results.