From Zero to $750 Million: How to Build a High Performing Sales Team | Alex Sullivan Lepaffe | iwon podcast with Michael J Thomas

This podcast episode features a compelling dialogue with Alex, a sales specialist who took one team and company to a $750m exit as sales person number one.

He is also an investor, who wants to help founders and their sales people succeed.

Believe it or not, the average failure rate of new salespeople is as high as 80 percent. Yet, Alex and his team have a remarkably high 95 percent success rate.

80% of salespeople fail.

That is the norm in many start ups.

In this episode of IWON, Alex Sullivan Lepaffe CEO at The Sales People shares what founders consistently get wrong about hiring, sales leadership and scaling revenue.

Alex has been there and done it. He was Sales Rep #1 at WorldFirst, which grew from zero to a $750m exit. He now helps founders design repeatable go-to-market systems that actually work.

We discuss:

1. Why hiring more reps rarely fixes sales
2. The VP of Sales mistake that can burn a year of runway
3. Why inconsistent revenue is a warning signal
4. How to build demand generation before scaling headcount
5. Why great sales reps can fail in poorly designed systems
6. How founders accidentally sabotage sales performance

If you are building a SaaS company or scaling a B2B tech business, this episode will help you think more clearly about how to build a sales engine that scales.

Connect with Alex:

https://www.linkedin.com/in/alex-sullivan-lepaffe-21a7985/

https://thesalespeople.co/

Learn more about IWON, sponsorship and apply to be a guest:

https://iwonpodcast.com

The IWON™ Podcast is produced by DARWIN Works, a trading name of BlueEyed Digital Marketing Ltd.

IWON™ and DARWIN™ are registered trademarks.

All content is copyright © BlueEyed Digital Marketing Ltd 2026.

The views expressed in this podcast are those of the individual speakers and do not necessarily reflect the views of the producers or associated organisations.

This podcast is provided for informational and entertainment purposes only and should not be considered financial, legal, or professional advice.

Takeaways:

1. The podcast discusses the alarming 70-80% failure rate for new salespeople and how addressing hiring practices can significantly improve success rates.
2. The speaker emphasizes that hiring for attitude and aptitude is crucial, as skills can be taught later, allowing for better team dynamics and overall performance.
3. Founders are advised to closely monitor the mental wellbeing of their teams, as a healthy mindset is essential for sustained performance in high-pressure sales environments.
4. The conversation highlights the importance of creating a supportive culture in sales teams, where feedback is encouraged and team members feel integral to the business's success.