STOP TRYING TO BUILD A BASKETBALL TEAM. YOUR SALES FORCE IS A TEAM OF OLYMPIANS.
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The 3-part framework for leading high-autonomy teams.
Practical tools to fix delegation, team meetings, and 1:1s.
The data-driven case for evolving beyond Presidents Club.
Where the Traditional Sales Playbook is Failing
The A-Player Problem: Your top performers resist team activities, and their best practices don't rub off on everyone else.
Forced Collaboration: Your reps are forced into inefficient "joint work" that slows down their individual momentum.
The Motivation Gap: The middle 60% of your team seems to run on a different fuel than your top 10%.
Pointless Team Meetings: Your meetings are status updates that could have been an email, with little to no shared learning.
The Data Behind the Myth: A 5 years of data for a 3-Year Analysis
Stagnant Middle (65% of team): Lack of development in this core group led to a $15M missed revenue opportunity over three years.
High Attrition (Bottom Tiers): A "churn and burn" culture resulted in $8M+ in costs from lost revenue and replacing 24 reps.
The Conclusion: The competitive model doesn't create growth; it solidifies the status quo and burns through talent. The full analysis is inside the playbook.
What's inside the Playbook
The Parallel Team Framework: Learn to Set the Target, Build the Flag, and Hand Over the Map to architect capability, not just manage tasks.
3 Ready-to-Use Tools: Get printable, one-page guides for Tight-Loose-Tight Delegation, the "Standard of the Week" Meeting Agenda, and the CUFCP 1:1 Model.
The "Coach's Badge" Incentive Plan: An actionable strategy to evolve Presidents Club, stop knowledge hoarding, and start rewarding the coaches on your team who build your playbook.
Who this is for
This playbook is for you if you're a senior sales leader who manages:
High-autonomy teams where reps own their own book of business.
Enterprise or field sales teams where individual momentum is key.
Any sales force where forced collaboration feels like a tax on performance
Stop leading the team you wish you had.
Get the playbook for the team you actually have.
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