TrustPointMO

TrustPointMO Owners, Presidents, & CEOs rely on us to increase revenue while compressing the sales cycle.

09/14/2026

Most sales managers can tell you exactly how many calls, demos, and proposals their team sent out last month. Fewer can tell you why a rep froze on a tough objection, or why a "sure thing" deal quietly went dark.

Activity metrics measure motion. They don't explain behavior.

Sandler-trained managers are taught to coach the "why" behind the numbers — the beliefs and habits driving a rep's decisions in the room — not just track the "what." That shift is often the difference between a team that hits quota and a team that keeps missing it for reasons no one can quite explain.

If your one-on-ones are mostly a review of activity numbers, there's a good chance you're coaching the symptom instead of the cause.

For the first time, 5 generations are working the same sales floor, reporting to the same managers, chasing the same num...
09/09/2026

For the first time, 5 generations are working the same sales floor, reporting to the same managers, chasing the same number.
https://go.sandler.com/trustpoint/insights/blog/categories/hiring-and-recruitment/hire-manage-motivate-a-sales-leaders-guide-to-th/

A lot of leaders are still running a playbook built for a workforce that doesn't exist anymore. Younger reps aren't rejecting feedback, they're rejecting feedback with no context behind it.

They're not chasing perks, they're looking for work that connects to something bigger than the quota. And whatever you promise a candidate in the interview is exactly what you're accountable for ninety days later.

None of this means throwing out the fundamentals of good sales leadership. It means paying closer attention to how you apply them.

What did you promise your last hire that you haven't followed through on yet?

Some of the best sales advice we've ever heard didn't come from a book — it came from a client over coffee, describing t...
09/08/2026

Some of the best sales advice we've ever heard didn't come from a book — it came from a client over coffee, describing the exact moment a prospect finally trusted them enough to say what was really going on.

That's the work we love most: sitting across the table from Springfield business owners and sales teams, helping them get to the truth faster, so both sides can stop guessing and start solving real problems together.

If you've had a moment like that in your own sales career — a conversation that changed how you sell — we'd genuinely love to hear about it in the comments.

I sat in on a pipeline review last week where two reps were working the exact same list, same product, same training. On...
09/02/2026

I sat in on a pipeline review last week where two reps were working the exact same list, same product, same training. One had a strong quarter. The other didn't.

It wasn't talent. It wasn't effort. It was the story each of them was telling themselves before they ever picked up the phone.

I use something called the Success Triangle with just about every client I coach: Behavior, Attitude, Technique. All three hold each other up. You can hand someone a better script (technique), but if their attitude is off, it won't stick. The thinking has to shift first.

If your team has plateaued, don't reach for a new script just yet. Sit in on a few calls and listen to the story your people are telling themselves before they dial.

What do you expect to hear?

I have some version of this conversation with a Springfield business owner almost every week: "My team works hard, so wh...
08/26/2026

I have some version of this conversation with a Springfield business owner almost every week: "My team works hard, so why aren't the numbers where they should be?"

Usually it comes down to one or two of the same handful of gaps: not enough qualified opportunities in the pipeline, deals that stall out mid-decision, discounts that eat the margin, or turnover that keeps resetting progress.

I don't treat those as separate problems anymore. They're usually symptoms of the same root cause, which is why I don't look at them one at a time. Better prospecting supports a stronger close rate. Better sales management supports better conversion. It's a system.

Which of these sounds like your Monday morning?

Genuine question for the sales leaders and owners I talk to:What's the one word a prospect says that tells you, instantl...
08/24/2026

Genuine question for the sales leaders and owners I talk to:
What's the one word a prospect says that tells you, instantly, a deal is in trouble?
For me it's "interesting." You know the tone.

What's yours?

Your pipeline is constantly sending signals.Deals sitting in the same stage for weeks. Forecasts that seem too good to b...
08/21/2026

Your pipeline is constantly sending signals.

Deals sitting in the same stage for weeks. Forecasts that seem too good to be true. Too many late-stage opportunities and not enough early-stage activity.

The question is whether we're paying attention.

Our upcoming webinar will help sales leaders and sales professionals identify warning signs, uncover hidden gaps, and develop a more objective view of pipeline health.

Join us on September 1 at 2 PM ET / 11 AM PT. Register here: https://info.sandler.com/the-sales-pipeline-reality-check?nbcrefid=f44668740

Labor Day's coming up fast, which means Q4 planning season is too.Before your team sets next quarter's number, I'd ask a...
08/19/2026

Labor Day's coming up fast, which means Q4 planning season is too.

Before your team sets next quarter's number, I'd ask a harder question first: are you planning to hit a target, or planning to fix the habits that got you this year's number?

A bigger goal without a behavior change just means working harder at the same approach and hoping for a different outcome. The real gains usually come from finding the one or two habits, in prospecting, discovery, or closing, that quietly held the team back all year.

Which habit cost your team the most this year?

Quick gut check for the owners I work with: if you shut your phone off for two weeks, what happens to your pipeline?For ...
08/17/2026

Quick gut check for the owners I work with: if you shut your phone off for two weeks, what happens to your pipeline?

For most, the honest answer is it stalls. Deals don't move because the owner is still the one building the relationship, handling the pushback, closing the deal. That's not really a business at that point. It's a demanding job with a company name on the door.

I don't tell owners to sell harder. I help them build something repeatable enough that growth doesn't depend on their calendar.

If you're the bottleneck in your own sales process, that's fixable, but only if you're willing to look at it honestly.

What would actually break first if you shut your phone off tomorrow?

08/14/2026

Finding a good salesperson is hard. Keeping one is harder, and I watch owners get this wrong the same way over and over.

They finally land someone with real potential, spend months getting them ramped up, and then watch them either quietly underperform or leave for "more opportunity" somewhere else.

In my experience it's rarely about money. It's development. Good salespeople stay where they're growing. Without real coaching or a visible path forward, even a great hire eventually starts looking elsewhere.

When's the last time someone on your team asked what's next for them?

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2870 S Ingram Mill Road, Suite C
Springfield, MO
65804

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+14178900004

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