Unlocking Performance in the Middle 60%
A Repeatable Meeting System for Sales Leaders Driving Growth
A Keynote by Scott Holman
The Problem
Your weekly sales meeting is costing you $400K+ in lost revenue per year.
Not because your reps aren't working hard, but because you're asking "What are you going to sell this week?" when you should be building a safe community for the team to grow and excel together.
Middle performers plateau at 60–80% of quota. Quarter after quarter. They show up, they work leads, they log activities, but they don't break through. The problem isn't effort or skill. It's courage. They're avoiding the hard activities that top performers do without hesitation: making the uncomfortable prospecting calls, asking for commitment multiple times, following up with professional persistence when buyers go dark, pushing back when procurement demands a discount.
Individual members on the team might have accepted an identity of "I'm a 70% rep" as truth. But the team can change identity by becoming a 100% team, and being accepted on that team nearly forces a change in how they look at themselves. They either become or drop. Either option helps the company.
What Your Audience Will Learn
Learning Objectives
- Discover the courage gap that's keeping your middle 60% stuck at 70%, they're avoiding the hard activities that top performers do consistently, and as resistance builds, they retreat further
- Learn how to shift team identity from "we're a 70% team" to "we're a 100% team" using positive peer pressure to force individual reps to either rise or self-select out
- Master the 4-part weekly meeting structure (Content, Coach, Community, Challenge) that builds courage, breaks distraction, and sustains action when resistance grows
- Understand why traditional coaching doesn't stick, and how to build a safe community where the team grows together without you becoming their therapist
What You'll Be Able to Do Monday Morning
Build a safe community where your team grows together using the 4-part weekly meeting structure (Content, Coach, Community, Challenge) that replaces forecast confirmation with courage-building peer support.
Identify exactly where each rep is stuck using the Traction Stack diagnostic (Love, Hope, Faith, Struggle, Belief) and coach them through it without becoming their therapist.
Shift team identity from "we're a 70% team" to "we're a 100% team," forcing individual reps to either rise or self-select out.
Guide reps through taking courageous action that builds their own evidence, understanding why traditional coaching doesn't stick and what does when resistance builds.
The Bottom Line
Stop wasting your weekly sales meetings on forecast confirmation. Learn how to use the C4 Framework to build a community-driven performance engine leveraging positive peer pressure to shift team identity and accelerate results without stepping outside your role as a sales leader.
Book This Session
Available as a keynote, half-day workshop, or full-day implementation session. Let's talk about your event, your audience, and the outcome you need.
Inquire About This SessionParticipants receive the Traction Stack Sales Coaching Diagnostic as a takeaway resource.
