If I Took Over Your Stalled Sales Team for 30 Days, This Is What I’d Focus On In Week 1

The issue with stalled sales teams is rarely talent.
It’s rarely effort.
And it’s rarely motivation.

What’s usually missing is rhythm.

Repeatable revenue is built in sales environments where rhythm drives execution, accountability, and visibility.

When rhythm is present, momentum follows. When it’s missing, even strong reps come to a stall.

Here’s exactly how I’d structure the first week.

Monday: Visibility, Accountability, Execution

We start the week with a Monday Huddle focused on clarity and momentum.

• Where we are today

• Where we need to be by week’s end

Each team member shares in our GOAL GETTER roundtable

• A win from the prior week

• One specific goal for the upcoming week
  
  

This creates immediate accountability and shared ownership.

Executive and C-level leadership are encouraged to attend. Sales doesn’t operate in a vacuum, and visibility builds alignment fast.

Immediately following the huddle, the sales manager leads a Power Hour Prospecting Session.

We don’t wait until everyone “feels ready.”
We prospect immediately.

Momentum is built through action, not discussion. This sets the tone for the entire week.

Tuesday and Wednesday: Coaching and Skill Development

These days are reserved for 1:1 coaching with every sales rep using my Prosperity SALE framework.

The focus:

• Skill gaps versus mindset blocks

• Pipeline health and deal strategy

• Real-time improvement, not theory
  
  

During this time, the sales manager is actively in the field or on the sales floor:

• Listening to live calls

• Coaching on the spot

• Reinforcing standards in real time

Development happens closest to execution, not in isolation.

Thursday: Reinforcing Execution

Thursday includes another team Power Hour, led by the sales manager.

This reinforces:

• Consistency

• Discipline

• The expectation that prospecting is non-negotiable

Rhythm only works when it repeats.

Friday: Leadership Development and Succession

Friday is dedicated to leadership development.

I agree with Jeb Blount, who teaches in Fanatical Prospecting, that healthy pipelines require honoring the Law of Replacement.

I view leadership the same way.

We should always be developing the next:

• Team leader

• Sales manager

This is not a secret program for top performers only.
It’s open to anyone who wants to grow, contribute to the company vision, and build a long-term career.

Transparency here drives accountability and loyalty.

The Throughline You’ll Notice

I rarely pull the team away from execution, and there is a heavy emphasis on coaching.

That’s intentional.

My approach replaces excessive project management with rep development. That’s the difference between temporary spikes and unstoppable, repeatable revenue engines.

The one day sales reset

A 1-minute read that can change how you fix underperforming sales teams

I’ll never forget her anger.

She sat across from me in our one-on-one, arms crossed, barely making eye contact. A tenured inside sales rep. Last on the team. Already bracing for what usually comes next.

Because in most organizations, this is the moment a PIP signals the beginning of the end.

And everyone knows it. The rep checks out. Leadership starts planning for replacement. Turnover follows. Then comes rehiring, retraining, and lost momentum, all for someone you once believed could succeed.

She wasn’t new. She wasn’t uncoachable.
Her confidence had collapsed, and the numbers reflected it.

This wasn’t a performance issue. It was a breakdown in clarity, belief, and coaching.

What we did next changed everything, and it’s why I believe so strongly in one-day, on-site sales resets.

We reset expectations. Her role was clear. Hit quota. No gray areas.
We stripped everything back to what she could control and rebuilt her talk tracks so they sounded like her, not a script she didn’t believe in.

For two weeks, we checked in daily. Not to micromanage, but to stack small wins and rebuild belief.

She went from last to first on the team. Yes you read that correctly, TOP performer on the team in 2 weeks.

Here’s why this works so fast on-site.

When I come in, I’m not emotionally tied to history, office dynamics, or internal politics. I see what’s happening now. I coach the human in real time and rebuild belief on the spot, because you hired this person for a reason. At some point, you believed they could do the job.

This isn’t training. It’s intervention.

If your team is capable but stuck, a one-day reset can restore clarity, confidence, and momentum faster than most leaders expect.

The Great Trust Recession

How High-Performing Sales Teams Break Through Trust Barriers

We are not in a sales recession. We are in a trust recession.

Buyers have more access to information than ever before, yet they are increasingly hesitant to engage with sales teams. Not because they don’t need solutions, but because too many sales conversations feel rushed, scripted, or agenda-driven.

According to research from Gartner, 61% of B2B buyers now prefer a rep-free buying experience.

Let that sink in.

Buyers are not avoiding decisions.
They are avoiding sales experiences they don’t trust.

This shift isn’t about technology replacing sales. It’s about trust becoming the deciding factor in whether a conversation happens at all.

The teams that outperform in this environment aren’t louder or more aggressive. They are more disciplined in how trust is built at every stage of the sales process.

Buyers Aren’t Rejecting Sales. They’re Rejecting Unsafe Conversations.

When buyers expect pressure, they disengage.
When they anticipate a pitch instead of understanding, they opt out.
When conversations feel transactional, trust erodes before value is ever discussed.

In a trust recession, speed without safety feels like pressure. And pressure slows everything down.

High-performing teams understand this and train accordingly.

Three Ways High-Performing Teams Break Through the Trust Barrier

1. Slow the Conversation Before You Try to Speed the Outcome

Most trust breaks because reps rush.

High-trust teams train reps to stay in discovery longer than feels comfortable. They focus on understanding before advising, reflecting what they hear, and confirming alignment before moving forward.

Buyers trust salespeople who make them feel understood, not impressed.

When teams slow the right moments, deals move forward with far less resistance.

2. Replace Scripts With Clear Conversation Frameworks

Scripts create rigidity. Buyers can hear them.

Top teams replace scripts with conversational frameworks. Frameworks provide structure without stripping away presence. They allow reps to adapt, listen, and respond honestly while still guiding the conversation with intention.

Trust grows when conversations feel human, not rehearsed.

3. Align Sales Behavior With the Buyer’s Decision Process

Many sales teams are trained to follow internal stages instead of buyer readiness.

High-trust teams coach reps to recognize where the buyer actually is and respond accordingly. They don’t force timelines. They don’t manufacture urgency. They acknowledge hesitation and address it directly.

When the sales process aligns with how buyers make decisions, trust accelerates.

Final Thought

Buyers aren’t rejecting sales.
They’re rejecting conversations that don’t feel safe.

The teams that will win in this trust recession won’t be louder or faster.
They’ll be calmer, clearer, and more intentional.

Trust is no longer a soft skill. It’s the strategy.