Unlock elite sales success! Jonathan Dawson joins Tim Cox for an inspiring conversation. Jonathan shares game-changing insights from his 25-year journey in the automotive industry. A 24-time NADA speaker, co-founder of the Pinnacle Society, and president of Sellchology Sales Training, Jonathan dives deep into the mindset, strategies, and leadership principles that separate top performers from the rest.

In this episode, discover how raising your standards can transform your business and why belief systems drive behaviors. Jonathan breaks down his SOW Principle—Systems, Opportunities, and Work Ethic—that fuels elite sales success.

Connect with Jonathan on LinkedIn and Facebook.

 [00:00–02:02] Introduction & Welcome Jonathan joins the show, sharing his excitement about being part of a platform that influences hearts, minds, and lives. 

[03:00–03:58] Celebrating 25 Years in the Industry Jonathan reflects on his 25-year journey in the car business and the honor of being a 24-time NADA speaker. 

[03:58–04:45] Pinnacle Training Center and Society Introduction to the Pinnacle Training Center in Atlanta and the Pinnacle Society, a mastermind group for elite sales performers co-founded with Frank Trinity and Ali Reda. 

[05:19–06:13] Record-Breaking Sales Achievements Highlighting Ali Reda’s world record of selling 1,582 cars in a year and the mindset behind creating a supportive space for high performers. 

[10:23–11:37] Leadership, Standards, and Accountability A candid discussion on leadership failures, fear of accountability, and why raising standards is critical for dealership success. 

[12:14–13:45] Mission 22: Redefining Sales Goals Jonathan explains Mission 22, a strategy advocating for a minimum of 22 car sales per person per month, challenging dealerships to raise their baseline. 

[16:16–17:15] Breaking Limiting Beliefs Drawing parallels with breaking the four-minute mile, Jonathan discusses how shifting beliefs can unlock new levels of performance. 

[18:08–21:14] Three Pillars of Sales Success 

Jonathan outlines the three pillars of sales success he calls the SOW principle: systems, opportunities, and work ethic. 

[24:11–25:20] Shifting Mindsets How changing beliefs and embracing new strategies helped sales professionals achieve record-breaking numbers. 

[28:32–30:04] Hunger and Humility Jonathan shares the two essential traits for success: the drive for more and the willingness to keep learning. 

[30:04–31:01] Breaking Through Mediocrity Exploring the dangers of complacent middle management and the importance of leadership that embraces risk and innovation. 

[31:22–32:16] Closing Thoughts Jonathan closes by emphasizing that leaders must remain hungry for growth and humble enough to embrace continuous improvement.