What separates good sales teams from true market leaders? In this episode, Dana Therrien breaks down the three levers most companies get wrong—visibility, incentives, and coaching—and shows how to transform them into engines of growth. From building a performance intelligence layer that empowers reps, to stripping compensation plans down to what really drives behavior.

We also explore what humane leadership looks like: coaching forward instead of weaponizing tools, mentoring as stewardship rather than content dumps, and building cultures marked by humor, candor, and trust. This conversation is packed with lessons from military leadership and revenue operations, this is a roadmap for leaders ready to elevate their teams with clear data, fair pay, and integrity-first coaching.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

When was the last time you examined where you're focusing your coaching efforts as a sales leader? If you're like most of us, you're probably gravitating toward your superstars or your struggling performers—but as Angela Baker reveals, that's leaving your biggest opportunity untapped.

Angela Baker, VP of Sales at Perceptix, shares a transformative framework that's reshaping how forward-thinking sales leaders approach team development. The 70-20-10 model suggests that while we naturally gravitate toward top performers (20%) or struggling reps (10%), the real magic happens when we concentrate on developing the middle performers (70%) who have untapped potential.

Other Key Takeaways:

• More reps doesn't equal more pipeline - scale your sales team slowly and ensure current reps are hitting targets before expanding
• Consistent prospecting is critical - reps must take ownership of building their own pipeline rather than relying solely on inbound leads
• Preventing burnout requires embedding wellness into daily work routines, especially for remote teams
• Leadership development should include identifying future leaders and creating opportunities for them to mentor others

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.

John Matthews, VP of Sales at Buxton, shares powerful insights on leadership during challenging times and the evolution of corporate culture in today's rapidly changing business environment. His approach to leadership centers on empathy, transparency, and standing beside his team rather than in front of or behind them.

Highlights:
• True leadership is tested during tough times, not when everything is going well
• Leaders must balance empathy with expectations of excellence from their teams
• Modern leadership requires significantly more communication and transparency than in the past
• Feedback should be direct but delivered with appropriate tonality and genuine care
• Young employees aren't fundamentally different - they want clear expectations and meaningful opportunities to grow
• AI will enhance sales efficiency but won't replace the human element that customers still crave
• Communication is the cornerstone of effective leadership both professionally and personally

Just remember, no one's perfect, so try to get better 1% every single day.

Join us weekly as we dig into the real stories behind work culture transformation.

Not theory. Not fluff. Just honest conversations with leaders and innovators who've been in the trenches.