8 Figure Sales Teams, New York, NY (2026)

12/16/2025

I'm gonna be straight with you.
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There was a time when I was basically drowning in my own business.
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Half my week? Gone. Just... p**f . Chasing numbers. Hunting people down for updates. Playing the "hey, did you do that thing yet?" guy.
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You know the one. Nobody likes that guy. I didn't even like being that guy.
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It was exhausting. Inefficient. And honestly? Kinda pathetic.
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So I tried something...
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A stupid-simple 15-minute weekly thing. We called it the Leadership Loop™ (yeah, I know, fancy name for something so basic).
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But here's the crazy part...
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It actually worked.
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Within ONE MONTH, this one little system cut idle time, boosted confidence, and created a team that actually held themselves accountable.
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Not because I was breathing down their necks... but because they wanted to .
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Here's the whole thing:
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Time | Focus
3 min — Win of the week (builds confidence)
5 min — Obstacle & insight (real talk, no BS)
5 min — Next week's commitment (they own it)
2 min — Recap and alignment
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Document it. Review it next week. Done.
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Simple. Repeatable. Scalable.
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Leadership isn't about working harder or being "on" 24/7.
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It's about rhythm .
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🔧 Try this:
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Schedule your first 15-minute loop this Friday. No prep. No slides. No overthinking.
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Just do it.
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12/04/2025

Your Monday Meetings Are A Waste Of Time
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I used to crush Monday morning meetings.
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Energy was high. Everyone was pumped. Heads nodding. Hearts aligned.
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By 11 AM? Dead in the water.
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Here's why:
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Motivation is a sugar rush. Momentum is a system.
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Motivation spikes, then crashes. It's an emotional hit with zero structural support.
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Momentum? That's different.
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Momentum is built on three things:
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→ Clarity
→ Consistency
→ Feedback loops
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It doesn't spike. It compounds.
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Here's what changed everything:
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We introduced a "daily clarity check" — every rep declares their ONE non-negotiable action for the day.
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Not five things. Not "work on deals." ONE thing.
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Then we added visibility dashboards so everyone could see progress in real-time.
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The results?
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Less noise, more focus
Anxiety dropped
Ownership skyrocketed
Performance didn't just sustain beyond the meeting...
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It accelerated throughout the day.
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The Momentum Equation:
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Clarity + Consistency + Public Accountability = Daily Progress
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Here's what to do tomorrow morning:
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Ask every rep: "What's the ONE critical action you'll complete before noon, no matter what?"
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Not "what are you working on today."
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Not "what's on your plate."
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ONE action. Before noon. Non-negotiable.
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Because momentum either starts by noon, or it never starts.
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Stop trying to motivate your team.
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Start engineering their momentum.

12/02/2025

I Screwed Up As A Sales Leader. Here's What I Learned.
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Most sales leaders are coaching their teams wrong.
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I know because I did it for years.
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Here's what happened:
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One of my reps lost a huge deal. I pulled him aside and said what most managers say:
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"You didn't push hard enough. You gave up."
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He looked at me: "I didn't know what step to take next."
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That's when it hit me.
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I was holding him accountable for results... while giving him zero clarity on the process.
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I was coaching pressure. Not performance.
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That conversation forced me to change everything.
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I stopped asking "Why didn't you close it?" and started asking "Where in the process did you get stuck?"
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Here's the framework that changed everything:
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→ Performance Coaching: "What result do we want?" (Sets direction)
→ Process Coaching: "What steps take us there?" (Creates predictability)
→ Personal Coaching: "What belief is blocking you?" (Breaks barriers)
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When I shifted from outcome-based to process-based coaching:
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Reps became more decisive
Deals moved faster
Confidence skyrocketed
I stopped pressuring people to close more.
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I started architecting HOW they would close more.
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Your next 1:1 should include this question:
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"At what point in your process did confidence drop?"
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That one question will tell you everything you need to know.
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Most sales leaders coach outcomes their reps can't control.
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The best ones coach the process that creates those outcomes.
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Which one are you?
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12/02/2025

“Most Sales Teams Don’t Need More Leads — They Need More Structure”
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There was a phase in my career where I thought I had the answer.
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“If we could just generate more leads, everything would turn around.”
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So I pushed marketing. I negotiated for a bigger budget. I put pressure on the team. We doubled lead flow.
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Nothing changed.
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The same opportunities sat idle. Follow-ups were delayed. Confidence was shaky. Conversion rates were identical to the previous quarter. All I had done was increase volume on a system that wasn’t structurally sound.
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That was the day I understood this truth:
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If your team can’t convert the opportunities they already have, adding more leads doesn’t help — it exposes the flaws faster.
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Our problem wasn’t lead generation.
It was operational integrity.
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Once I stopped chasing volume and started designing structure, we saw changes.
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Here’s what shifted:
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1. We defined daily ex*****on metrics.
Not just end-of-month targets. “10 meaningful follow-ups per day” is different than “300 touch points per month.” Structure lives in the daily rhythm.
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2. We made performance visible.
Every rep, every day, tracking their numbers publicly. Not to shame but to add competition.
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3. We conducted weekly system reviews, not motivational resets.
The conversation changed from “let’s do better” to “what part of the process broke down?”
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Thirty days later, without increasing lead flow at all, our close rate jumped 18%.
Not because we got better at selling…
But because we finally got better at leading.
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🚀 Action Step:
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Before focusing on more leads, identify one key activity metric per rep that drives conversion and track it publicly for 7 days.

Use friendly competition to get the ball rolling.

11/30/2025

I used to think that getting better results from a sales team was just a motivation issue.
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“If I can pump them up… if I can bring more energy… if I can push harder in meetings and come in with a strong speech… then maybe we’ll finally hit our numbers.”
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I remember the exact day that belief shattered.
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A few years ago, I walked into a team huddle frustrated.
We were behind quota again. Deals were stalling. Everyone felt flat. I showed up with the classic “motivational talk” — intense message, strong tone, “today we get it done,” the whole thing.
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One of my reps looked at me and said something I’ll never forget:
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“Joe, it’s not that we’re not trying… we just don’t really know what you want from us.”
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That hit me harder than any missed number ever could.
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It wasn’t effort they were lacking.
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It was clarity.
It was structure.
It was a system.
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I had amazing people — but no operational rhythm. No scoreboard people could own. No accountability loops other than emotion and pressure. So performance was random. They were reacting, not executing.
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That was the moment I realized:
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👉 Motivation is a sugar rush.
👉 Systems are a sustained fuel source.
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From that point forward, I stopped trying to inspire harder and started designing better.
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Instead of trying to push results, I began engineering the environment that produces them automatically.
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That’s when I created what would become my CAPE Method and I've been using it ever since:
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Clarity
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Accountability
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Performance
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Expansion
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Eight weeks after we started implementing structure around those four pillars, the team wasn’t just hitting quota…
They were operating with more confidence, consistency, and ownership than I’d ever seen before.
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Not because I motivated them better.
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Because I led them better.
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🔥 Over the next 90 days…
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I’m going to share the exact processes, frameworks, and leadership psychology behind my CAPE Method™ and you can install them inside your team without needing to pressure, babysit, or constantly chase performance.

This is going to be a fun ride....

10/27/2021

What's the #1 trait you would look for when hiring a new sales rep?

Experience?

Depending on the industry, you might need someone with experience but what might be better?

Contacts?

Anytime someone has connections, it can turn into quick business, but that's short-lived.

How about Coachability?

Getting warmer. Definitely need to have someone in a sales position that is coachable, but we can do better.

What I look for...
that has never let me down...
is someone with....

PASSION!!

Find someone passionate about the offer. When you have someone on your team passionate about the offer, objections are useless. Passion is contagious!

Here's a secret...

Instead of spending thousands of dollars on a recruiting agency, reach out to past customers that had incredible success. If you have a few of them on your sales team, you're on your way!

08/20/2021

If you look at all the objections your sales team will get, most of the time they can be broken down into 3 main objections.

The first one is about money; it’s too expensive, it’s not in the budget, etc.

The second one is about time; now is not a good time, I have other projects going on, the hinges on my patio door are squeaking and I need to fix it, etc.

The third is Let me Think about it; well, what else can I say about this one?

Depending on the type of business you’re in, there may be others that are specific to your product or service but for most this sums it up.

Here’s a great trick to make sure your reps are prepared. PRACTICE

Every day the team should be thrown out an objection and they need to overcome it. You know they’re going to come up. No matter how good your marketing is, objections come up.

If you’re committed to getting to 8 figures, you need to master the fundamentals first. This is one of those foundational skills that need to be part of the daily meetings.

03/30/2021

After building and growing my own sales teams, as well as those for other 7 and 8 figure businesses, the process is pretty similar.

Most business owners and sales leaders spend so much time working on their ideal customer avatar, they forget to create their ideal salesperson avatar. Before you start recruiting, be sure you have the ideal salesperson profile mapped out.

Here are a few ideas for starters:

Do you want them to have a certain amount of industry experience?

Is it important they have more sales experience than industry experience?

Do they need to have sold similar products in the past?

Would they need to have experience in longer sales cycles or shorter sales cycles?

Spend just as much time creating the ideal salesperson avatar as you would the ideal customer and you’ll be amazed at the difference it will making in business.

10/28/2020

One of the biggest issues that has come up with my clients lately is how to handle the, “I need to think about it” objection. It’s probably one of the most misunderstood and often mishandled objections in the sales process

I am considering doing a 1-day masterclass that shows ways to overcome this bad boy and move your clients past the “I need to think about it” stage.

Who’s in?

10/15/2020

I did this quick video for my Private Cilent Group. I'm acutally looking at the wrong camera but the content is still good. If you're struggling with I Need To Think About It, give it a watch. I'll be posting part 2 tomorrow.

04/19/2020

Right now, business is changing. We’re not sure when things will get back to normal. We don’t know what the new normal will look like.

You’re most likely going to have to pivot your business. The way you did things a month ago are very different than how you’re doing things today. A month from now things are going to be very different than they are today.

If you haven’t already pivoted your business online, you better do it now. When the country opens up, Face to Face meetings are not going to be as easy.

Get ready for the new economy!

07/05/2019

What’s the biggest reason you’re employees are quitting?

According to Gallup only 1/3 of employees are
Engaged at work.

That means 70% of your employees are just going through
the motions!

OC Tanner research reported 79% of employees who quit
do so due to a Lack of appreciation.
65% claim they weren’t recognized one time in the last year.

All companies need engaged employees to grow.
That’s even more important in entrepreneurial companies
where things happen fast.

Most employees are more motivated by recognition than by money.
High pay isn’t enough to keep good employees.
Recognize your team. Celebrate the wins with them.

Don't lose a good employee because it's expected they do great work. Make sure to let them know how much you appreciate their efforts.

8 Figure Sales Teams

12/16/2025

12/04/2025

12/02/2025

12/02/2025

11/30/2025

10/27/2021

08/20/2021

03/30/2021

10/28/2020

10/15/2020

04/19/2020

07/05/2019

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