Podcast episode
How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify
30 Minutes to President's Club9 Apr 202637 min
Description
Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room. 🎙️ ACTIONABLE TAKEAWAYS: Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually move performance. Don’t tell reps what to do, make them think first: Ask “what would you do?” before coaching. Then reinforce or correct based on your process to build independent decision-making. Force prep through no-AI deal planning: Require reps to manually map out key calls, questions, stakeholders, and outcomes. Critical thinking before the meeting beats post-call coaching. Size problems with extreme ranges to unlock honesty: Frame questions like “are you closer to a 5% or 70% gap?” to make prospects more comfortable revealing the real impact. These Courses Will Get You to President’s Club: 🏋 30MPC Training: 30mpc.com/training ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 📧 Cold Email Course: http://bit.ly/44K6jy3 🔮 Discovery Course: https://bit.ly/4cQYaM8 💰 Exec Selling Course: https://bit.ly/4lCtJh7 👥 Leadership Course: https://bit.ly/4o8KtMT 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics: Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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And if they can't get people on the phone or get past that first 15 seconds, that's where we focus, and then you can do the downstream stuff as you get better and better. Round us out, Jason. What's number three? Probably my favorite day in and day out, and it's really about forcing critical thinking. This is kind of in the face of AI a little bit, because AI is so powerful, “but it should be powerful at being an assistant.” As I see some people over-indexing, and AI is doing all of the thinking for them. Or sometimes if you're a manager, we can have a tendency to think telling a rep exactly what to do is going to yield the best result, and it might in that specific instance. When you're not around for the other 99% of the time,
We run like February through April. And so they kind of know where that timeline is. And then I'm kind of writing that in as like one of my one to many's or maybe what is going to be a poster for call it like a month's period in time. Today's show is brought to you by 11x, your all in one digital GTM team handling, creating, qualifying and converting pipeline across every channel. “If you are still using stale triggers like congrats on the funding, you're getting blended in with everybody else.” The best use unique signals, exact LinkedIn posts, negative product reviews, podcast appearances and use those as their trigger. And we built a growth playbook with our friends at 11x breaking this stuff down. You can get it for free at 11x.ai backslash 30 MPC or grab it in the show notes.