05/26/2026
This week, a sales leader in one of our programs shared something that genuinely moved me. After walking through the Sales DISC and mapping his team’s natural selling styles, he said:
“I finally understand why my reps respond the way they do. I’ve been communicating in a way that made sense to me… not to them.”
That level of honesty is rare. And I’m grateful he trusted me with it.
What he saw was eye‑opening:
-His top producers are fast, visual, charismatic, and wired for action
- His communication was long, data-heavy (Excel and all), and slowing them down
- Campaigns that were clear at the leadership level became confusing in the field
- Reps weren’t resisting — they were overwhelmed
And when salespeople are overwhelmed, clients feel it too.
The moment he saw his team map, everything shifted.
He became curious, to learn how to lead with impact and communicate with clarity for his team.
That’s the power of understanding how your people are wired to sell.
I’m grateful for leaders who are willing to look inward, adjust, and elevate the people they serve. It’s one of the most courageous things a leader can do.
If you’re a Sales Leader who wants to strengthen how your team communicates, sells, and executes — this work changes everything.
