Podcast episode
8 Powerful Lessons That Separate Good Sales Leaders from ELITE Ones
30 Minutes to President's Club2 Sept 202526 min
Description
Leadership in sales isn’t just about hitting quota — it’s about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams. 🎙️ ACTIONABLE TAKEAWAYS If it’s not a “hell yes,” it’s a no — never settle for average hires. Proof of performance over theory — test real execution, not hypotheticals. Follow the 2–2 rule — flip two reps, hire two culture-setters, cut two misfits. Let reps fire themselves — set clear standards early so underperformers opt out. More reps ≠ more revenue — don’t over-hire if your lead pool doesn’t grow. Protect focus time — stop expecting instant Slack replies; create deep work blocks. Use the 20/80 rule in training — 20% teach, 80% reinforce until it sticks. Give grace on first mistakes — support reps when they slip, then enforce standards. More of a visual learner? Subscribe to our YouTube channel to see the frameworks and talk tracks from each episode in action: https://www.youtube.com/@30MPC RESOURCES DISCUSSED: My 4-Step Account Executive Interview Process: https://www.30mpc.com/newsletter/my-4-step-account-executive-interview-process-2 My Ultimate 4-Week Sales Onboarding Program: https://www.30mpc.com/newsletter/my-ultimate-4-week-sales-onboarding-program Join our weekly newsletter Things you can steal Save $50 on any 30MPC course with code “PODCAST” Free Sales Templates, Scripts and Guides 30MPC Training: 30mpc.com/training
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the number of leads that are coming into your sales team. And then what happens is revenue can actually go down because if you only have 100 leads to give out and you're sending 10 of those leads away from a top performer into the hands of a middle performer or a new rep, your win rate is what matters on those leads and “your win rate will actually go down because a new rep is managing those.” So on two different occasions, in two different economic downturns, our revenue numbers were taking a hit like every other tech company was, and I had to let go of a bunch of reps because we started to have performance issues. And I was really worried about that because I was like, we have to add up these quotas and every rep contributes 100k per month or whatever it is. I was like, I don't know how I'm going to hit my number without this. And eventually I was forced to make the decision.
each time instead of passing the ball to a bench player who could win one in five deals. We took the same pool of leads that we had and we made sure that every single time we got a hot lead, it was being sent to a top player who could close it every single time. So if you're trying to hit a revenue number, a lot of times you should be asking yourself “not how can I hire more reps, but rather how can I get more leads?” Today's show was 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,
Even artificial micro deadlines for things like first cut of redlines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. If you're trying to teach a cold call framework, spend one hour teaching the cold call framework “and then do three weeks of cold call reviews where you are jamming into their heads over” and over and over again. If your reps cannot literally complete your sentences by the end of the four weeks, you have not reinforced your training enough and you cannot move on to the next topic. Number eight is every rep fucks up, but if it's the first time that it happens, do not rub salt in the wound.
And I'll never forget walking out of the building and like my face is super red. I felt so ashamed. Like I was a really conscientious rep and I'm like, am I going to get fired? What's going to happen? And I'll never forget. She looks at me and she's like, it's all good. Like you've never been late to a meeting before. Like I know this is one of your first onsites. This stuff happens. “What I do in the future is just like also block transit time and set up time on your” calendar. So, you know, you have that buffer. And I was like, whoa, I thought you were going to like start yelling at me or you're going to be a jerk. And what it did for me as a rep was I knew that this person trusted me and she was going to show me grace when I made mistakes. And for the rest of my time working for her, I would do anything for her.
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