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Category: Sales Leadership

Featured image for Ask Jeb on The Sales gravy Podcast. Features headshot of Jeb Blount on a black background and a white box containing title text "How to sell and prospect at the same time?"

The Player-Coach Problem: How to Prospect and Lead at the Same Time (Ask Jeb)

One of the hardest roles in all of sales is the player-coach. You are quota-carrying, deal-closing, pipeline-building individual contributor AND you are expected to show up as a sales leader, sit in planning meetings, and help stand up a division.…

A professional 16:9 infographic diagram illustrating 'Closing the Training-Execution Gap.' The image shows an upward-spiraling continuous loop. On the left, 'TRAINING (Starting Line)' shows a diverse team learning 'Mechanics, Knowledge, Techniques.' This loops into 'COACHING BRIDGE (Bridge to Consistency)' on the right, depicting a coach and sales rep applying skills via 'Observation (Field Rides, Side by Sides)' and 'Feedback & Adjustments.' The loop then leads back upward, indicating the cycle repeating for 'Next Skill, Next Level, Next Challenge.' The color palette uses professional blues and teals, highlighted by prominent Sales Gravy tangerine orange (#FF8200) for all arrows and coaching actions.

The Training-Execution Gap: Why Coaching is the Secret to Performance Consistency

Summary at a Glance: Training vs. Coaching: Training provides the raw material (knowledge and skills), while coaching provides the refinement and application needed for mastery. The Execution Gap: The difference in performance after training is rarely about the curriculum; it…

Sales Gravy, a top sales training organization, delivering sales leadership development and coaching programs for high-performing sales teams and managers

Why Your Best Salespeople Make Terrible Sales Leaders 

You just promoted your top performer to your newest sales leader. They crushed quota six quarters in a row. Closes deals in their sleep. Customers love them. The team respects them.  On paper, it's a no-brainer. Six months later, the…

I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President Sales for the EntreLeadership Divison. What stood out wasn't the size of the operation or the fancy building. It was walking into a room where sales reps genuinely wanted to talk to their leader. Most sales floors feel like number factories. Reps avoid their managers. One-on-ones get rescheduled. And everyone wonders why performance stays flat despite "investing in our people." Sales leaders say coaching matters. They talk about developing talent. Then they spend their days staring at dashboards and asking why the team isn't getting better. Real sales coaching looks nothing like what most organizations call coaching. And after watching Jason work, I'm reminded why so few leaders actually get this right. Listen to the full episode of the Sales Gravy podcast with Jeb Blount, the number one sales training podcast.

Inside Ramsey Solutions’ Coaching Framework for High-Performance Sales Teams

I spent an afternoon at Ramsey Solutions in Tennessee with Jason Williams, Vice President of Sales for the EntreLeadership Division. What stood out wasn't the size of the operation or the fancy building. It was walking into a room where…

Podcast thumbnail for an Ask Jeb on the Sales Gravy Podcast titled Hunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)

Hunters vs. Farmers: Why Your Sales Team Stopped Prospecting (Ask Jeb)

Here is a question that should keep every sales leader up at night: What do you do when your team has gotten so comfortable managing their existing accounts that they have stopped prospecting for new ones? That is the challenge…

"You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others." That’s Patrick Lencioni, bestselling author and organizational health expert, talking about his breakthrough Working Genius productivity framework on the Sales Gravy podcast. If you’re leading a sales team, this explains why high performers thrive in some roles and burn out in others. Right now, you probably have high performers who are miserable, rockstars who’ve lost their spark, and top reps who suddenly can’t hit quota. And you’re wondering—did you hire wrong, did someone lose their edge, or do you need to have “the conversation”? What if the problem isn’t the person at all?  The Real Reason Your Best People Are Struggling Not all work is created equal, and your sales reps aren’t wired to do all of it. Lencioni stumbled on this insight while reflecting on himself. He’d show up to work loving his job and the people he worked with, yet swing from energized to frustrated without understanding why.  His colleague asked, “Why are you like that?” Over a few hours, Lencioni and his team pinpointed six distinct types of work. Depending on which type you’re doing, you’re either energized or drained. Five years later, over 1.5 million people have taken the Working Genius assessment. Why? Most organizations force talented people into work that drains them, then blame them when they struggle. Most sales leaders hire a closer for their ability to seal deals, then wonder why they can’t prospect. They promote a quota-crusher into management, then watch them implode under administrative responsibilities. Or move an account manager into new business development and act shocked when performance tanks. The talent was there all along, but their positioning was wrong. Six Types of Work—and Why Most People Only Excel at Two Patrick Lencioni identified six distinct types of work that exist in every organization: Wonder (W): Spotting opportunities, asking big-picture questions Invention (I): Creating new solutions, processes, or systems Discernment (D): Evaluating ideas, figuring out what will work Galvanizing (G): Rallying the team, getting people moving Enablement (E): Supporting others, clearing obstacles, making things happen Tenacity (T): Following through, finishing tasks, closing deals Here's what matters: most people are strong in two, competent in two, and are drained by the remaining two. And there are no good or bad geniuses. Your closer with natural Tenacity isn't more valuable than your strategic thinker with Wonder and Discernment. Your rep who rallies the team (Galvanizing) isn't better than the one who quietly enables everyone behind the scenes. Different geniuses are valuable in different ways. The goal is to build a team where all six are represented, and people work in their areas of strength. Force someone into work that drains them, and sales team performance tanks. Leave them in their genius zones, and energy and results skyrocket. Stop Judging Your People (And Yourself) You've probably got a rep right now who frustrates you. Maybe they're brilliant in client meetings but terrible at following up. Maybe they generate incredible account strategies, but can't stand the daily grind of outbound prospecting. Maybe they close deals but never update the CRM. Your first instinct is to judge them. "They're not coachable." "They don't care about the details." "They're lazy." Working Genius removes that judgment. It shows you that their struggle isn't about character—it's about wiring. A rep isn’t bad at follow-up because they don't care. They're bad at it because Tenacity isn't their genius. A rep isn’t a bad team player because they don’t remove obstacles for others. Enablement isn’t their strength. And here's the part most sales leaders miss: you need to stop judging yourself, too. You feel guilty that you hate certain parts of your job. You think you should be better at forecasting, or administrative work, or whatever drains you. But guilt about your own limitations makes you harder on your team. When you accept that you're not built to excel at everything, you can extend that same grace to others. You stop punishing people for being human and start positioning them for success. Start With Self-Reflection Which activities give you energy? Which leave you drained? I'll be honest about my own wake-up call. I travel over 300 nights a year, giving keynotes and working with clients. Last summer, I got to the point where I thought I was going to have a mental breakdown. Days stacked with short calls, client check-ins, alignment meetings, and podcasts. I was furious when I got to the office, and furious when I left because those days completely destroy my brain. I'm a wonderer and a thinker. I need space to ideate. Without that time, I can't function. So I implemented a new rule: no more than two meetings per day. I understood my working genius and restructured my time. Once you see your own patterns, look at your team. Track what lights people up and what slows them down. Patterns emerge quickly. How to Apply Working Genius to Your Sales Team We had a team member at Sales Gravy who was noticeably unhappy. Not complaining out loud, just clearly not thriving. When we looked at what the job required versus their working genius profile, the answer was obvious. We had them doing work completely opposite of their natural abilities. Once we restructured their role to align with their strengths, everything changed. Here’s how you can apply it: Pair complementary geniuses. Big-picture thinkers need execution-focused partners. Strategic planners need implementers. Someone strong in Wonder and Invention but weak in Tenacity needs to work with someone who loves finishing and closing. Restructure roles around natural strengths. Don’t force people into weaknesses. Reassign or support tasks that drain them.  Be intentional with promotions. Top performers don't automatically make good managers. Your best individual contributor may hate administrative work. Your best manager may dislike strategic planning. Know what fits before making moves. Have your team take the assessment. Get everyone's working genius profile. Put it at their workstation. Use it in real-time during team meetings when you're trying to figure out why something isn't working. We do this at Sales Gravy, and it's transformed how we work together.  The Bottom Line Your sales team isn’t broken, but your understanding of how they work might be. When you force talented people into roles that clash with their natural strengths, you get frustration, underperformance, and attrition. Then you blame the person and start hiring again.  Everyone has areas of frustration. Everyone faces work they aren’t naturally good at. Working Genius doesn’t let people avoid the draining tasks—but it helps you understand why some work feels impossible, build teams that complement each other, and stop punishing your people for being human. Stop judging that rep who struggles with CRM updates. Stop feeling guilty that you hate certain parts of your job. Start positioning people where their natural abilities can shine. Over 1.5 million people have discovered their working genius. Most of them wish they'd found it sooner. Visit workinggenius.com and take the assessment. Use coupon code GRAVY for 20% off. 

Why Your Sales Team is Underperforming — Patrick Lencioni on Working Genius

"You know, at the core of Working Genius, what it does is it allows us to avoid guilt and judgment—guilt about ourselves and judgment of others." That’s Patrick Lencioni, bestselling author and organizational health expert, talking about his breakthrough Working…

Here's the scenario that's playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they're ready to coast through December. That's the exact situation Kyle Begbie, a regional sales director at Fuse HR Solutions in Ontario, Canada, brought to this week's Ask Jeb. His team overcame massive market disruption, economic headwinds, and buyer hesitation to finish the year strong. Now he's facing the most dangerous challenge of all: keeping that momentum alive through the holidays and into January. If you're nodding your head right now, you're not alone. This is the point in the year where sales teams either set themselves up for a championship quarter or dig themselves into a hole that takes months to climb out of. The last piece of maintaining momentum is taking time to celebrate what your team accomplished. Sit down with your team and tell them the story of what they did this year. Make sure they understand the lesson: When they shifted their mindset, they changed their game. That's what happened. Tell them they did a great job. Make sure they're taking time for their family and having fun. Help them manage their time so they can do both. But fill up their hearts with confidence and belief that they can do anything. Because here's the truth: Nothing changed this year except for them. And if that's true, then nothing can stop them next year either. It doesn't matter what happens in the marketplace. Even if we go into a recession, people are still hiring. The money is still there. It's just that more people are chasing it. Teach your team that it doesn't make a difference what happens. The economy can fall apart, but they're good enough to go find where the money is and take it. Because while everyone else is sitting around telling themselves what they can't do, your team is telling themselves what they can do. That's how you carry momentum. That's how you avoid the January hole. And that's how you build a championship sales team. Sales Gravy Podcast with Jeb Blount

How to Carry Sales Momentum Through the Holidays and Into the New Year (Ask Jeb)

Here's the scenario that's playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they're ready to coast through December.…

The SDR graveyard isn’t full of lazy people; it's full of frustrated talent who were put on a treadmill when they needed a ladder. By month four, a high-performer has mastered the basics and is staring at the ceiling. Same script. Same job. Same quota. They burn out from futility, not from effort. Tim Hester's approach stops this cycle. He proves that the only way out is up. Clear metrics keep the focus sharp. Tiered levels create propulsion. A performance-driven roadmap ensures reps know they control their destiny. The question every sales leader must ask is: "What message does our system send on day one?" Empower your reps with a plan they can believe in, and your top talent will be busy working toward their next title, not updating their resume. Your roadmap gives your SDRs the path, but they still need the tactics to fill their calendar and earn that promotion. Download Sales Gravy's 25 Ways to Ask for the Appointment on a Cold Call guide.

Why Your Best SDRs Burn Out by Month Four — And How to Stop It

To a sales leader, it’s a familiar story.Month one: Your new SDR is on fire. Energy through the roof. They’re excited about cold calling.Month two: Still strong. Meetings are getting booked. Dashboard looks good.Month three: Cracks appear. Rejections pile up.…

Money Monday Reasons Not to Cut Sales Training Budgets

Why Your Rivals Pray You Cut Training (And Why You Shouldn’t) (Money Monday)

This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to hit larger quotas. What's the first…

How to Scale a $300K Company to Multi-Million Dollar Revenue (Ask Jeb)

How to Scale a $300K Company to Multi-Million Dollar Revenue (Ask Jeb)

Here's a question that'll keep you up at night: How do you take a company from $300K in annual revenue to $1.5 million in 18 months, then scale to $3-$5 million within five years? That's the challenge facing Greg Hirschi…

How to Build Sales Teams That Actually Want to Show Up, Sales Gravy

Building Sales Teams That Actually Want to Show Up

Your sales team has the tools. They know the pitch. The CRM is full of leads. So why are half your reps still missing quota? The real issue? Most sales leaders are managing activity instead of developing people. They're applying…

sales gravy jeb blount territory disputes

5 Ways to Stop Sales Territory Disputes From Destroying Your Team (Ask Jeb)

Here's a question about sales territory disputes that'll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over who owns what? That's the exact…