Great sales leaders don’t solve problems, they build reps who can. Jason Miller breaks down how to drive focus, coach real skill gaps, and force critical thinking so your team performs without you in the room.
🎙️ ACTIONABLE TAKEAWAYS:
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Use “poster vs post-it” to drive focus: Set one team-wide priority (poster) and one hyper-specific behavior per rep (post-it) to avoid overwhelm and actually move performance.
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Don’t tell reps what to do, make them think first: Ask “what would you do?” before coaching. Then reinforce or correct based on your process to build independent decision-making.
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Force prep through no-AI deal planning: Require reps to manually map out key calls, questions, stakeholders, and outcomes. Critical thinking before the meeting beats post-call coaching.
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Size problems with extreme ranges to unlock honesty: Frame questions like “are you closer to a 5% or 70% gap?” to make prospects more comfortable revealing the real impact.
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