The Advanced Selling Podcast Connect With Your Team
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Oct 8, 2025 Discover how impactful sales leadership hinges on individual connections with team members. Instead of generic coaching, leaders should focus on understanding unique motivations beyond just financial incentives. Bryan emphasizes investing time wisely, recommending that 80% of coaching should go to high-potential performers. He even advises letting top sellers opt out to foster growth among the next tier. This approach can transform team dynamics and drive performance!
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Sales Is An Individual Sport
- Selling is often individual-based, more like golf than a relay team.
- Leaders must treat sellers as unique individuals rather than a single homogeneous unit.
Begin With One-On-One Connections
- Start team connection by building one-on-one relationships with each rep.
- Don't assume team messaging hits everyone the same; individual connection must come first.
Money Isn’t The Universal Driver
- Money motivates about half of salespeople, not all.
- Treating pay as the universal driver misses other core motivations that actually move people.