People-Centered Leadership: Coaching Sales Teams for Sustainable Revenue Growth

What if the fastest path to revenue growth isn’t more activity, but better leadership? In this episode of Making Sales Social, Brynne Tillman is joined by Kelley Hippler, Chief Revenue Officer at Briefly Legal and former Chief Sales Officer at Forrester Research. With more than 20 years of global commercial leadership experience, and a track record of driving over 50% revenue growth, Kelley shares why people-centered leadership is the foundation of sustainable sales success. Together, Brynne and Kelley explore what it really means to make sales social in today’s AI-driven world, where technology can scale outreach, but can’t replace trust, rapport, and human connection. Kelley breaks down the difference between managing and coaching, why focusing on outcomes beats managing activity, and which KPIs actually matter if you want to build meaningful pipeline. They also dive into aligning sales and marketing around the full buyer journey, creating content that supports buyers before they ever raise their hand, and building resilient teams that can thrive through economic ups and downs. From celebrating wins to removing “sand from the gears,” this conversation is packed with practical insights for revenue leaders who want engaged teams, loyal customers, and long-term growth. If you’re a sales or revenue leader looking to reduce burnout, improve performance, and create a culture of ownership, this is an episode you’ll want to listen to more than once.