30 Minutes to President's Club | No-Nonsense Sales #563 - How to Build Reps Who Don’t Need You on Every Deal | Jason Miller ft. Unify
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Apr 9, 2026 Jason Miller, VP of Sales at Unify and former RVP at monday.com, builds rep independence and scalable outbound motion. He explains the poster vs post-it focus technique. He urges managers to force critical thinking with prep docs and 'what would you do?' questions. He covers when to skip AI, protect time, and let reps fail a bit to learn.
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Poster Versus Post It For Laser Focus
- Create one team-wide priority (the poster) and one hyper-specific behavior per person (the post-it).
- Jason used messaging as his poster at Unify and simple post-its like “smile” or calendar-check reminders for managers.
Coach The Issue Not The Outcome
- Coach the specific failing step in a process, not the high-level outcome like 'book more meetings.'
- Jason broke cold calls into four measurable steps: connect rate, past opener, engaged conversation, and meetings booked.
Require No AI Deal Prep To Force Critical Thinking
- Force reps to do deal prep manually by requiring a non-AI prep doc that maps calls, stakeholders, outcomes, and exact questions.
- Jason has reps circle 2–3 key calls weekly and fill a prep doc 24+ hours before the meeting.