Chuck Thokey: Zero In On Your Team's Weaknesses

Chuck Thokey: Zero In On Your Team's Weaknesses

Chuck Thokey, Co-Founder at Top Rep, has seen the same patterns play out again and again after after working with more than 9,000 businesses: Most companies think they have a lead problem, he says, when what they really have is a culture and communication problem. In this episode, Chuck breaks down why the sales leader—not the owner—sets the tone for the entire company, why coachability is the defining trait of great managers, and how ego quietly kills growth. Plus, why sales teams need to feel protected and developed, and how businesses can unlock growth by building stronger benches instead of operating lean.

Sam Armstrong: Scaling Through Influence

Sam Armstrong, VP of Sales for North America at Five Star Bath, knows how to build trust and scale up excellence among sales team, even while navigating the tricky franchise model. It's all about building influence when you don't have direct authority, he says. Sam shares why most teams blame the wrong problems (hint: it’s not the leads), why scripts can quietly kill performance, and how small coaching moments can completely change a salesperson’s trajectory. Plus, he'll explain his “Sales Coffee” system—a simple but powerful ritual that keeps a distributed team aligned, motivated, and improving every day.

Tyler Slade: Stop Waiting for Permission

Tyler Slade, GM and Dealer Principle at the Tim Dahle Auto Group, says what separates the best from the rest is the ability to act. Tyler shares the rules he lives by to build a loyal team, turn employees into future leaders, and get the most out of everyone's time and energy. He talks to host Jake Cronin about the proven feedback guideline that gets him results, plus the way he and his team are using AI to uncover hidden revenue opportunities.

Kurtis Kammerer: Treat Your Sales Team Like Pro Athletes

Kurtis Kammerer, Vice President of Sales Strategy & Technology at Supportworks, breaks down the mindset and habits that separate elite salespeople from everyone else and why most reps are just “playing the game” instead of actually improving. He talks to host Jake Cronin about daily practice, coaching, "halftime adjustments" and more to build high-performance sales teams. Plus: the one mindset shift that can instantly change how you connect with customers—and close more deals.

Marcus Sheridan: Maximize Sales Performance With Simple Fixes

Marcus Sheridan, author and entrepreneur, says many sales teams are actually getting worse, not improving - largely because of simple mistakes. He explains why sales trainers need to spend way more time on the front lines, why meeting culture needs to change, and how to engage in more effective role plays. He speaks with host Jake Cronin about the most important rituals any sales team can build today.