The Sales Leadership Show Phil Gerbyshak (he/him)

Marsha Acker, the CEO of Team Catapult and the author of "Builder Model for Leading Change," shares her insights on the essential elements of leadership and personal growth in a recent podcast episode. With an engaging and thoughtful dialogue, Aker discusses the significance of empathy, self-awareness, and structured self-reflection in fostering positive changes both in personal life and within organizations.
Understanding Happiness and Leadership
For Acker, happiness comprises simple yet profound elements: a warm cup of coffee, a beautiful sunrise, and a serene blue waterscape. Her definition extends into her professional philosophy, where happiness influences leadership styles and organizational change. Acker emphasizes the importance of understanding personal and behavioral models as foundational aspects of effective leadership. She advocates for leaders to develop a consistent self-awareness that informs their interactions and decision-making processes.
Empathy in Leadership
The role of empathy stands out prominently in Acker's discussion. She highlights how the current lack of empathy in many professional and social interactions can hinder meaningful communication and progress. Acker's approach involves recognizing differences and finding ways to empathically engage with others, especially in challenging workplace dynamics.
Dealing with Change and Setting Boundaries
Navigating change is a central theme of Acker's book and her professional coaching practices. She introduces concepts from David Kerr's structural dynamics theory, emphasizing the importance of maintaining a "center of gravity" through one's leadership model, behavior, and life philosophy. Acker encourages leaders to establish clear personal boundaries to prevent work from overwhelming other aspects of life. She stresses the significance of starting each day with intention and space, allowing for a more controlled and positive impact on daily activities.
Tactics for New and Established Leaders
Acker provides practical advice for both new and established leaders. She suggests the use of journaling to reflect on interactions and experiences to better understand personal reactions and the dynamics of high-stakes situations. By recognizing when stakes are rising, leaders can more effectively manage their responses and engage in more constructive dialogues.
Acker also touched upon the importance of navigating high-stakes situations without escalating tensions. She advises leaders to ask reflective questions and encourage open dialogue to better understand and address underlying issues in high-pressure scenarios.
Final Thoughts and Resources
Marsha Acker's insights offer a roadmap for leaders aiming to enhance their efficacy through self-awareness, empathy, and proactive change management. Her strategies are designed to help leaders foster environments where creativity, productivity, and positivity are at the forefront. For those interested in deeper exploration, Acker's book and the additional resources at Team Catapult provide valuable guidance for personal and professional growth.
Through her work, Acker demonstrates a profound understanding of the complexities of leadership and the transformative power of adopting a model that values empathy, clarity, and personal integrity.
Enjoy the episode above or watch the video below.


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In this insightful episode of the Sales Leadership Show, Phil Gerbyshak sits down with David Krieger, the Founder and CEO of Sales Roads, to unravel the complexities and advantages of outsourcing sales teams. With over 17 years of experience under his belt, Krieger brings a wealth of knowledge and practical advice for sales leaders pondering whether outsourcing is the right move for their business.
Key Takeaways:
* Entrepreneurship and Risk-Taking: Krieger shares his journey from business school to founding Sales Roads, emphasizing the value of taking risks early in one's career. Entrepreneurship is dubbed a "young person's game," but the lessons it teaches are timeless and invaluable for anyone in the sales domain.
* The Rise of Remote Sales Teams: Long before the pandemic made remote work commonplace, Sales Roads embraced a distributed model. Krieger discusses the importance of creating replicable processes, rigorous training, and a metrics-based management system to harness top sales talent across the nation.
* Hiring Practices for SDRs: Sales Roads focuses on hiring sales development representatives (SDRs) later in their careers who view sales as a professional discipline rather than a stepping stone. Krieger highlights the significance of experience, track record, and a passion for sales in building a successful SDR team.
* Training and Mindset: A comprehensive training program that goes beyond just skills and processes, focusing on mindset, motivation, and resilience, is crucial for the success of SDRs, especially in the context of remote work.
* Outsourcing Considerations: Businesses looking to outsource their sales team need to have a clear understanding of their goals, ideal customer profile, and the metrics that will define success. Outsourcing can provide a structured and scalable way to achieve sales objectives, especially for companies at different stages of growth.
Featured Pull Quotes:
* "Entrepreneurship is a young person's game, but the rewards are ageless." - David Krieger
* "In sales, your mindset and how you engage with prospects can make or break your success." - David Krieger
* "Outsourcing isn't just about saving costs; it's about investing in a structured process and expertise to scale your sales efforts effectively." - David Krieger
Episode Summary:
This episode delves into the nuanced decision-making process behind outsourcing sales teams. David Krieger, leveraging his extensive experience in sales and remote team management, discusses the foundational aspects of building a robust sales team, from hiring and training to mindset and resilience. The conversation explores how Sales Roads has pioneered remote sales team management and how other companies can adopt similar strategies to optimize their sales operations. Whether you're a startup contemplating your first sales hire or a seasoned enterprise looking to scale, this episode offers actionable insights and practical advice on navigating the challenges and opportunities of outsourcing your sales team.
Resources and Links:
* Visit Sales Roads: Website
* Connect with David Krieger on LinkedIn
* Explore further reading: "How to Win Friends and Influence People" by Dale Carnegie and "The Obstacle Is the Way" by Ryan Holiday
About the Guest:
David Krieger is the Founder and CEO of Sales Roads, a leading B2B appointment setting and sales outsourcing company. With over 17 years of experience in sales and leadership, David has built Sales Roads into a powerhouse of sales talent and innovation, focusing on creating value for clients through outsourced sales solutions.
Tune into the Sales Leadership Show for more episodes on transforming sales strategies, leadership insights, and actionable tips from industry experts.


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In this engaging episode of "The Happiness Practices” host Phil Gerbyshak delves into the world of decluttering and organization with expert Andrew Mellen. Andrew, known for his Wall Street Journal bestselling book on organization, shares invaluable insights on how simplifying your surroundings can lead to a happier, more stress-free life in a conversation called. “Happiness is Organization.”
Here are some of the highlights and pull quotes from the conversation, crafted to give you a taste of this enlightening discussion.
Show Notes:
Introduction to Organization: Andrew begins by emphasizing the profound simplicity and happiness found in knowing the exact locations of everyday items like keys, phones, and bags. This foundational step prevents the all-too-common scramble that wastes time and energy.
The Organizational Triangle: Andrew introduces listeners to his organizational philosophy: one home for everything, like with like, and something in, something out. This approach not only simplifies finding items but also maintains order by ensuring everything has its designated place.
The Psychology of Organization: Delving deeper, Andrew explains why organization goes beyond physical spaces. It's about making life easier and reducing mental clutter, allowing for more focused, meaningful engagement with our daily lives.
External Motivation, Accountability, and Objectivity: Andrew stresses the importance of these three elements in achieving any form of success, including organization. Whether it's through hiring a coach or seeking external feedback, these factors are crucial for improvement and growth.
The Spring Refresh Playbook: Highlighting his innovative approach to decluttering, Andrew introduces the Spring Refresh Playbook, part of his broader De-Stress Your Mess Challenge. This initiative encourages participants to tackle clutter with guided actions, aiming for a rejuvenated living space. (Note: This is an affiliate link. I get about a dollar if you use it and sign up).
Getting Started with Decluttering: For many, the hardest part is beginning. Andrew advises starting small or tackling a significant area for immediate impact. The key is progress, not perfection, and even small steps can lead to significant changes.
The Impact of Clutter on Happiness: Andrew and Phil discuss how clutter represents more than just physical items; it often holds emotional baggage or procrastination. Addressing clutter can lead to a clearer mind and a more joyous existence.
Final Thoughts from Andrew:
Organization isn't just about a tidy home; it's about creating a life that allows for happiness and fulfillment. Andrew's parting advice is to embrace organization not as a chore but as a pathway to a better life.
Pull Quotes from Andrew Mellen:
1. "Happiness is knowing where your keys, your phone, and your bag always are. It's that simple."
2. "The organizational triangle—'one home for everything, like with like, something in, something out'—is how we stay organized and reclaim our time and peace of mind."
3. "Why spend any time remembering something you can easily assign a home for? Simplify your life; simplify your mind."
Final Thoughts from Phil:
Andrew Mellen's insights into "Happiness is Organization" serve as a powerful reminder of the deep connection between our physical spaces and our mental well-being. By adopting even a few of Andrew's strategies, listeners can embark on a transformative journey toward a more organized, peaceful, and happy life.
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Welcome to a dynamic episode of the Sales Leadership Show, where we dive into the intricacies of mastering call reviews with the founder of The Sales Doctor, Chet Lovegren. In this episode, Chet shares his insights on improving sales teams' performance through effective call analysis and coaching.
Episode Highlights
- Introduction to Chet Lovegren: Chet introduces himself and his mission at The Sales Doctor, emphasizing a diagnostic and prescriptive approach to enhancing revenue health for sales teams.
- The Importance of Stretching... and Preparation: A unique start, Chet shares the worst advice he ever received – not needing to stretch before a workout. This anecdote cleverly transitions into the importance of preparation, not just physically, but in sales practices too.
- Mastering Call Reviews: Phil and Chet pivot to the core topic, emphasizing the critical role call reviews play in a salesperson's development. Chet strongly advocates for sales professionals to listen to their own calls, drawing parallels with the meticulous preparation seen in professional athletes like Peyton Manning.
- The Role of Sales Leaders: The conversation takes a deeper look at the responsibilities of sales leaders in facilitating call reviews. Chet stresses that effective leadership involves not just assigning tasks but actively coaching and providing strategic direction.
- Practical Advice for Sales Reps and Leaders: Listeners get a treasure trove of actionable insights on how sales reps can self-review and improve from their calls, and how leaders can structure their coaching efforts to foster a culture of continuous improvement.
- Leveraging Technology for Call Reviews: Chet highlights modern tools that can assist in call reviews, such as call transcription and analysis software, and how these can be utilized to gain deeper insights into call performance.
- Time Management and Efficiency: Both Phil and Chet discuss strategies for making efficient use of time when reviewing calls, suggesting even listening at increased speeds or focusing on specific segments of calls for review.
- The Impact of Coaching on Sales Teams: Chet shares impressive outcomes from teams that adopt a structured approach to call reviews and coaching, noting significant improvements in team performance and individual development.
- Staying Sharp and Continuous Learning: Near the end, Chet shares his sources of inspiration and learning, including leveraging social media platforms for educational content and the importance of having a personal advisory board.
About Chet Lovegren
Chet Lovegren is the founder of The Sales Doctor, a consultancy dedicated to diagnosing and treating revenue health issues for sales teams. With a background in sales leadership and a passion for coaching, Chet brings a wealth of knowledge and experience to the table.
Connect with Chet
To learn more about Chet Lovegren and The Sales Doctor, visit The Sales Doctor or connect with Chet on LinkedIn.
Powerful Quotes from Chet Lovegren
* "One of the big differences I think between a Hall of Fame quarterback like Peyton Manning and someone who just floats around the league is film review. The best sellers are the same way."
* "You need to take time to make time. If you're not reviewing your own calls, you're missing a huge opportunity to improve."
* "Are you someone who waits until your boss wants to walk through a discovery call or a cold call review with you, or are you an individual that wants to go see what you did and you're okay with listening to your own voice and seeing the parts where you messed up and figuring out how can I better that part?"
* "Being a head coach is so stressful because you work 80 hours a week, probably spend 30 hours a week just watching film. It’s maniacal to think that there are sales leaders who actually think call review is always like the last thing on someone's list."
* "Good people that inherently want to do good want to be coached. They want to know how to do t

Turning around an underperforming sales team is a crucial challenge many sales leaders face. In a recent conversation with Morgan Rabas, an experienced sales leader with nearly a decade of expertise, valuable insights were shared on navigating this daunting task. This article distills the essence of that conversation into actionable advice and highlights some of Morgan's most impactful quotes, offering a roadmap for sales leaders looking to elevate their teams.
Embrace Empathy and Perspective
One of the most resonant pieces of advice Morgan shared was about the importance of empathy and perspective. "No one cares as much as you," Rabas reflected, emphasizing the need for sales leaders to never take things personally and to always strive to understand the other person's viewpoint. This principle isn't just about navigating personal challenges; it's about influencing and aligning with others' priorities to drive engagement and care.
"Let me put myself in the other person's shoes and understand where they're coming from, and then how can I influence their perspective or even how can I get them to care a little bit more?" - Morgan Rabas
Aligning Priorities for Mutual Benefit
Aligning what's important to you with what's crucial for your customers or team members is key to making them care more. Rabas highlights the effectiveness of solving or easing one of the top three issues for someone else, thereby fostering a mutual caring relationship. This approach is pivotal both in dealing with customers and in motivating sales teams.
"By aligning what's important to you with what's important to them, they're going to care a lot more." - Morgan Rabas
Identify and Leverage Strengths
A significant part of turning around an underperforming team involves identifying not just the weaknesses but also the strengths within the team. "Even in some of the most underperforming teams I've seen, there's always something good," Rabas notes, emphasizing the importance of capitalizing on these positive aspects to foster quick wins and boost morale.
"Being able to capitalize on that early on and get a quick win... helps." - Morgan Rabas
Communication and Clarity
Clarity and communication are the bedrock of effectively managing and turning around sales teams. Setting clear expectations, according to Rabas, involves bridging the gap between the team's needs and the business objectives. A transparent approach ensures that everyone is on the same page, thereby aligning efforts towards common goals.
"Making sure that it's clear for every different communication style on how to get there." - Morgan Rabas
Addressing Underperformance
Identifying the root causes of underperformance and taking actionable steps towards remediation is critical. Rabas advises focusing on one issue at a time and seeking solutions that align with both team and business goals. Whether it's through adjusting targets, enhancing training, or reallocating resources, the goal is to make incremental changes that yield significant impacts over time.
"Pick one thing that you're going to do today...to take a step in the right direction and turn that progress into reality." - Morgan Rabas
Wrap Up
Turning around an underperforming sales team is no small feat. However, through empathy, alignment of priorities, leveraging strengths, clear communication, and focused action on underperformance, sales leaders can drive their teams towards success. Morgan Rabas's insights provide a valuable framework for tackling this challenge, emphasizing the power of understanding, patience, and strategic action in fostering a high-performing sales environment. As sales leaders, focusing on these key areas can make a substantial difference in not only reversing underperformance but also in building a resilient, motivated, and successful sales team.


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In the world of sales and personal development, few voices carry as much authentic wisdom and practical advice as Coach Dan Gordon. Phil Gerbyshak, a renowned speaker, trainer, and consultant, recently sat down with Gordon for a conversation that spanned the gamut of sales techniques, personal growth, and the transformative power of embracing discomfort. This article delves into the core tenets of Gordon's philosophy, punctuated by insightful pull quotes that encapsulate his approach to sales and life.
Embracing Effectiveness in Sales
Gordon begins with a powerful statement that redefines the goal of a salesperson. "It doesn't matter if you're a good salesperson or a bad salesperson. Be an effective salesperson," he advises. This means leaving a lasting impact on your prospects, ensuring they continue to reflect on your conversation long after it's ended. It's not merely about closing a deal but about significantly affecting the people you interact with.
The Human Condition and Sales
A critical insight Gordon shares is derived from his extensive experience teaching personal development courses, "I learned about the human condition, how human beings make choices, and the reasons that we do the things that we do." This understanding of human psychology is not just applicable to personal development but is intrinsically linked to sales. Viewing humans as systems, Gordon emphasizes the importance of effectiveness over impressiveness, whether in teaching or selling.
The Journey to "No Douchebag Selling"
Gordon's journey from a shy, overweight teenager to a leading figure in sales and personal development is nothing short of inspiring. "I thought I gotta do something that's gonna radically shift my world," Gordon recounts, highlighting the pivotal moment that set him on his path. This journey led to his philosophy of "no douchebag selling," an approach that emphasizes service over pushiness, and authenticity over manipulation.
Personal Development and Sales: Two Sides of the Same Coin
For Gordon, personal development and sales are fundamentally interconnected. "Anything that you struggle with...shows up in a sales interaction," he notes, suggesting that the skills developed in one area are directly applicable to the other. This holistic approach challenges the conventional separation of personal and professional growth, arguing that improvement in one inevitably benefits the other.
The Power of Discomfort
Perhaps the most poignant aspect of Gordon's philosophy is his embrace of discomfort. "Seek discomfort," he advises, suggesting that it's in these moments of unease that true growth and breakthroughs occur. This principle applies equally to sales, personal development, and life at large. Gordon's practice of actively seeking out challenging situations has not only shaped his approach to sales but has also provided a roadmap for others to follow in their quest for personal and professional development.
Final Thoughts
Coach Dan Gordon's conversation with Phil Gerbyshak offers a treasure trove of insights for anyone looking to improve their sales skills or embark on a journey of personal growth. His emphasis on effectiveness, understanding the human condition, embracing discomfort, and the inseparable link between personal development and sales provides a comprehensive framework for success. In a world often skeptical of sales motives, Gordon's "no douchebag selling" philosophy stands out as a beacon of integrity, authenticity, and genuine service.


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