Surviving
Sales Leadership

Sales leaders keep asking how to motivate an unmotivated rep - the honest answer is that you can't, but what can you do?

Our coaches break down what "unmotivated" is actually hiding, from telling a skill problem apart from a motivation problem to changing behaviour long before a PIP enters the conversation.

 

Most sales leaders rely on gut feel to hire - and gut feel only predicts top performers 20% of the time.

Elaine Tyler and Tim Ogle break down what a structured sales hiring process actually looks like, from building a talent pool before you need one to onboarding a new hire so they actually stick.

 

We break down why most sales teams are still doing manually what AI could do in seconds.

 

This episode covers the three use cases sales leaders should start with today - prospect research, personalised outreach, and call analysis - and exactly how to act on them.

We break down why most sales leaders are treating LinkedIn as a brand exercise - and missing the pipeline that's right in front of them.

 

This episode covers how to turn engagement signals into warm conversations, warm deals already in your pipeline, and build a presence that generates inbound before you ever pick up the phone.

 

The deal had a champion, a proposal, and a close date. It still didn't make the forecast. Find out exactly why.

 

Sales leaders think stalled deals are a pipeline problem. Reps are dealing with something else entirely.

We break down insights from 5,117 sales coaching calls, revealing why deals stall, why “closing” isn’t the fix, and what drives performance.

We break down why most sales comp plans fail.

This episode explores how compensation decisions shape culture, motivation, and whether your team actually sells—or just learns how to game the system.

We explore how leaders build resilient, adaptable teams in fast-changing environments.

From how they hire, to how they create clarity, maintain trust  and performance when everything around them is shifting.

Top sales leaders don’t just manage pipeline - they build teams that consistently improve.

 

This episode explores what top sales leaders do differently, from how they hire and coach to how they motivate teams, set expectations, and develop people beyond the numbers.

 

Deals don’t stall at the end — they fail when the truth never surfaced early.

 

This episode exposes why “gone quiet” deals linger, how reps confuse hope with proof, and how deal coaching uncovers what’s missing before forecasts fall apart.

Sales leaders think they’re coaching. Reps disagree.

 

This episode explores why coaching feels broken in 2026, why AI hasn’t fixed it, and what actually drives quota attainment.