Leading Your Best Life with Leigh Farnell

What if the fastest way to grow your sales wasn't hiring more salespeople — but stopping the good ones from leaving?

If your sales team has 15% annual turnover, and you have 20 salespeople, that's an average of three people leaving every year.

But the real cost goes far beyond recruitment.

Every time a salesperson leaves, you can lose customer relationships, product knowledge, pipeline opportunities, productivity and valuable management time. Then the cycle starts again: recruit, onboard, train, coach and wait for the new salesperson to become productive.

And what happens if the underlying problems that caused people to leave haven't been fixed?

You may simply be paying to repeat the same mistakes.

In this episode, Leigh Farnell challenges CEOs, Managing Directors and Sales Managers to look at sales staff turnover as a business performance and profitability issue — not just an HR statistic.

Here's the question every CEO should ask:

"If I could reduce your sales team turnover by half, what would that be worth to your business?"

In this episode, you'll discover:

• The hidden costs of losing experienced salespeople.
• How staff turnover disrupts sales momentum, customer relationships and pipeline performance.
• Why continually recruiting new salespeople may not solve your sales performance problems.
• How poor sales management, inadequate coaching and weak onboarding can contribute to turnover.
• How to calculate the potential financial impact of reducing sales staff turnover.
• Why investing in sales leadership and developing your existing people may deliver a better return than simply hiring more salespeople.

THE BOTTOM LINE

You can keep spending money replacing salespeople — or you can investigate why good people leave and build an environment where they can succeed.

Because sometimes, your biggest sales growth opportunity isn't adding more people to the payroll.

It's getting more value from the people you already have.

YOUR NEXT STEP

Want to identify where your sales team is losing performance and uncover opportunities to improve sales capability, productivity and profitability?

Connect with Leigh Farnell to discuss the CZ6 Sales Health Scorecard and how better sales leadership can help you build a stronger, more productive sales team.

Build better salespeople. Build better leaders. Build a better business.

www.leighfarnell.com

DESCRIPTION

Are your salespeople getting to the end of a sales conversation… and then failing to ask for the business?

In this episode, Leigh Farnell reveals 10 powerful closing lines every salesperson should be trained to use — not as scripts or "tricks", but as simple questions that help buyers make confident decisions.

You'll discover how to:

• Uncover what is really stopping a prospect from buying
• Identify the final objection before it kills the sale
• Create urgency without using pressure
• Turn "I'll think about it" into a productive conversation
• Use choice-based closing questions
• Establish commitment before preparing a proposal
• Expose the cost of doing nothing
• Ask for the business confidently
• Get a clear next step from every sales conversation
• Build closing capability into your sales team's daily habits

The biggest lesson?

Closing doesn't happen at the end of the sales process. Closing is the result of everything your salesperson has done before they ask for the business.

For CEOs, business owners and sales leaders, this is about much more than learning 10 clever phrases.

It's about building a sales team that has the skills, confidence and capability to consistently turn opportunities into revenue.

WANT TO KNOW WHERE YOUR SALES TEAM IS LEAVING MONEY ON THE TABLE?

Take Leigh's FREE 10-Minute Sales Health Scorecard and discover the strengths, gaps and opportunities in your sales performance.

Go to: www.leighfarnell.com

Leigh Farnell is an international speaker, author and business development consultant who has worked with over 400 organisations across 18 countries and 47 industries, helping businesses improve sales performance, leadership capability and business growth.

Building Better Salespeople. Better Leaders. Better Businesses. Better Lives.

Episode Summary: What separates elite performers from the rest when pressure hits, injuries strike, or life takes an unexpected turn? In this episode, we dive deep into the core pillars of an unstoppable mindset—drawing on powerful lessons from AFL legend Anthony Koutoufides' rise, fall, and reinvention. We explore how targeted sports psychology, daily affirmations, and mental rehearsal can completely alter your trajectory. You'll discover how to channel personal grief and adversity into relentless drive, why pushing just 1–2% harder in preparation yields exponential results, and how to maintain clarity when transitioning into new chapters of life. You'll also hear two Empowering Music songs based on this case study to embed the teaching lessons and embedded commands into your subconscious mind. Listen to these songs every day for one week and see what happens in your life. Key Topics Covered:

• Intro & The Sports Psychology Shift: Reprogramming self-talk with the "I can, I will" mantra.
• Music Break #1: Building momentum and relentless focus.
• Visualisation & Mental Rehearsal: Why manifestation fails without physical preparation.
• Overcoming Adversity & Grief: Turning loss into daily purpose and finding your extra 1–2%.
• Music Break #2: An anthem of triumph and resilience.
• Mentors & Life After the Game: Building accountability and navigating career transitions.

www.pdc-growth.com

www.leighfarnell.com

If you want A-Grade sales results, you need A-Grade leadership.

Too many CEOs invest heavily in hiring salespeople — but not enough in training and coaching the people responsible for leading them.

The reality is simple:

A-Grade sales teams don't happen by accident.

They are built through great leadership, clear systems, consistent coaching, accountability and deliberate development.

If you expect your Sales Manager and leadership team to deliver exceptional performance, you need to give them exceptional training and coaching too.

That's what this video is about.

🎯 If you're serious about improving your sales team's results, start by improving the capability of the people leading the team.

Because better leaders create better teams.

And better teams create better results.

A-Grade training → A-Grade leadership → A-Grade performance.

Watch the video and ask yourself:

Is my leadership team getting the training and coaching they need to deliver the results I expect?

www.pdc-growth.com

www.leighfarnell.com

Why Star Salespeople Make Terrible Managers Hook: Why promoting your top rep might be the most expensive mistake your company is making—and how to build a real runway for leadership success. Description: This episode tackles the painful paradox of sales leadership: why the exact instincts that make someone a "super salesperson" often make them a struggling manager. When star salespeople get promoted, their management capability is often simply assumed, meaning that 82% of managers step into their new roles with zero formal training. Without a deliberate transition, they frequently fall back on their sales instincts—micromanaging deals, hovering over their reps, and jumping in to close transactions themselves instead of coaching. But the cost of this coaching gap is massive. Poor sales management is the reason 57% of sales reps quit their jobs, and up to 70% of salespeople cite ineffective leadership as their primary reason for leaving. We break down how to stop "hoping" for management success. Learn how to help new managers adopt a new professional identity, why coaching the behavior underneath is far more powerful than teaching mere sales techniques, and how to turn your frontline managers into "talent magnets" who build winning, high-retention teams Find out more by clicking here -- leigh-farnell.vibepreview.com #salesmanagement #salescoaching #trainmysalesmanager #salesmanagementskills #leighfarnell

SalesAssess: The CT Scan for Your Sales Performance

What if you could diagnose exactly where your salespeople are losing sales—and identify the gaps in your sales system that are holding your whole team back?

In this short introduction, Leigh Farnell introduces the SalesAssess suite—powerful diagnostic tools designed to help business owners and sales managers see the real causes of underperformance.

SalesAssess looks at two critical areas: individual sales skills gaps and sales system gaps across the team.

Think of it as a CT scan for your sales performance. Instead of guessing what needs fixing, you can diagnose the gaps, identify the priorities and create a clear pathway to improvement.

Discover how SalesAssess can help you diagnose, focus, coach and transform sales performance—one measurable improvement at a time.

Diagnose better. Coach better. Sell better. Grow better.

Some people are calling this The Sales Manager's Best Friend

Hi folks, Leigh Farnell here.

Now, this is a fantastic Leading Your Best Life podcast.

What I've done is, I've gone back into the archives and I wanted to share with you an interview I did with my father-in-law, the great Bill Fitzpatrick, a number of years ago just before he died.

Bill was an absolute legend in direct sales.

Talk about sell, serve, and prosper. Bill was a master of sales, a master of rapport, and it's an interview that I wanted to share with you even though it is going back in the archives.

When you are in the presence of a master, you want to share what they can teach you.

So, have a listen to this. Have a laugh and make notes.

You might want to listen to this again, I can tell you.

FREE Sales and Business Growth Quiz Diagnostic

Want to identify the hidden gaps that may be costing your business sales and growth opportunities?

Take our FREE 2-minute Sales and Business Growth Quiz Diagnostic and receive a powerful 4-part Sales and Business Growth Report customised to your business.

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

https://leigh-ajoeneff.scoreapp.com

Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth.

🎙️ FROM SALES SNOB TO SUPER SALES COACH

Welcome to From Sales Snob to Super Sales Coach, the podcast that proves success in sales has far less to do with your degree and far more to do with your mindset, habits, skills, and willingness to improve every day.

Hosted by Leigh Farnell, international sales coach, business growth consultant, and author of Degrees Don't Close Deals, this podcast shares the lessons, strategies, stories, and breakthroughs that transformed a self-confessed sales snob into a three-time World Sales Champion and trusted advisor to hundreds of businesses across dozens of industries.

At the heart of this podcast is the Sales Kaizen Mindset — the belief that small, consistent improvements made every day create extraordinary sales and life results over time.

Whether you're a salesperson, business owner, leader, entrepreneur, or someone simply wanting to perform at a higher level, each episode will give you practical ideas, proven tools, inspiring stories, and action steps you can implement immediately.

If you're ready to sell more, lead better, think bigger, and become the best version of yourself, you're in the right place.

Remember...

Degrees don't close deals. Conversations do. Relationships do. Continuous improvement does.

Let's get started.

PS: Here is your free flipbook version of my ebook - Degrees Don't Close Deals --

https://designrr.page/?id=661431&token=3119081602&h=2978

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

https://leigh-ajoeneff.scoreapp.com

Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth.

Podcast / YouTube Description

What separates businesses that successfully scale from those that struggle to grow?

In this episode, I sit down with entrepreneur, business leader and innovation expert Charlie Gunningham to explore the realities of building, growing and scaling a successful business.

We discuss the challenges founders face as their businesses grow, the mindset shifts required to move from start-up to scale-up, and the systems, leadership and strategic decisions that drive sustainable growth.

Whether you're launching a new venture, growing an established business, or looking to scale your sales and leadership capability, this conversation is packed with practical insights and real-world experience.

In this episode you'll discover:

✅ The biggest mistakes business owners make when trying to scale

✅ The difference between growth and sustainable scaling

✅ How founders must evolve as their business grows

✅ The role of leadership, culture, and systems in scaling success

✅ Why do some businesses plateau while others continue to grow

✅ Key lessons from working with successful entrepreneurs and scale-up companies

✅ Practical advice for founders, leaders, and business owners

If you're serious about growing your business and creating long-term success, this is an episode you won't want to miss.

🎙 Hosted by Leigh Farnell

🚀 Helping business owners, leaders and sales professionals unlock higher performance and better results.

#BusinessGrowth #StartUps #ScaleUps #Entrepreneurship #Leadership #BusinessSuccess #Innovation #SalesGrowth #BusinessStrategy #LeighFarnell #CharlieGunningham #ScalingBusiness

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

https://leigh-ajoeneff.scoreapp.com

Do a 2-minute quiz, then get a powerful 4 part Sales and Business Growth Report customised to your business.. today

Engineered Sales Growth – The CZ6 Execution Blueprint

Podcast Description:

What if sales growth wasn't left to chance… but engineered by design?

In this powerful episode of Leading Your Best Life, Leigh Farnell unpacks the CZ6 Execution Blueprint — a practical, proven framework for building predictable, scalable, and sustainable sales growth in business.

Discover why many businesses don't fail from lack of opportunity, but from lack of execution, reinforcement, accountability, and systems alignment.

Leigh breaks down the critical disciplines elite sales teams and high-performance organisations use to turn strategy into measurable results.

In this episode you'll learn:

• Why execution beats intention every time
• The hidden gaps that stop sales teams from reaching peak performance
• How the CZ6 system creates consistency across sales conversations and customer experiences
• The role of coaching, deliberate practice, reinforcement, and leadership accountability
• How top-performing businesses engineer momentum, culture, and commercial growth
• The difference between random sales activity and structured sales execution

Whether you are a business owner, sales leader, executive, entrepreneur, or growth-focused professional, this episode will give you practical strategies to improve sales performance, increase conversion rates, strengthen leadership execution, and build a high-performance culture.

This is not motivation without method. This is engineered sales growth.

Hosted by Leigh Farnell

FREE Sales and Business Growth Quiz Diagnostic

Want to identify the hidden gaps that may be costing your business sales and growth opportunities?

Take our FREE 2-minute Sales and Business Growth Quiz Diagnostic and receive a powerful 4-part Sales and Business Growth Report customised to your business.

FREE SALES AND BUSINESS GROWTH QUIZ DIAGNOSTIC

https://leigh-ajoeneff.scoreapp.com

Do a 2-minute quiz today and discover practical opportunities to improve your sales performance, increase conversions, and accelerate business growth.