From Technician to Business Owner: Why Your Best Employees Are Your Biggest Challenge - Part 2

Connect & Convert: The Sales Accelerator Podcast

In Part 2 of our exclusive series with sales coaching expert Gordon Wilson, discover why personal life always affects work performance and how to turn your most difficult employees into your biggest profit drivers. Gordon reveals his unconventional approach to managing "racehorses" - those high-performing, high-maintenance team members who can make or break your business.

What You'll Learn:

• Why separating personal and professional life is impossible (and harmful)
• How to identify when team members need coaching vs. discipline
• The "racehorse employee" phenomenon - managing your most talented but difficult people
• Why "hire old people" isn't about age discrimination - it's about untapped experience
• Gordon's proven method for taking salespeople from $45K to $200K annually
• The difference between managing a team and coaching individuals
• Why most small business owners fail at interviewing and hiring

Key Takeaways:

• Personal issues always show up at work - great coaches address this directly
• Your most profitable employees are often your biggest management challenges
• Individual coaching beats one-size-fits-all management every time
• Building trust and rapport with employees works the same way as with customers
• Results matter more than office politics or "optics"
• Most hiring managers don't know how to properly interview candidates

Powerful Quotes from Gordon:

• "When the pain overrules the money, the pain becomes more important"
• "I manage a team, I coach to the individual"
• "If you're gonna hire a racehorse, that will be one of your biggest nightmares, but one of your most profitable nightmares"
• "You get what you're asking for - that's a mindset that'll kill your business"

The $100K Challenge Story:

Gordon shares his legendary story from the digital print industry where he challenged 45 salespeople to raise their hands if they wanted to make $100,000. The results led to him becoming the #1 regional manager in the country with a 289% closing average.

Guest Bio:

Gordon Wilson is a veteran sales coach with over 30 years of experience transforming underperforming sales teams. He has consistently achieved 100-200% over quota and specializes in individual coaching approaches that address both professional and personal development.

Sponsors:

This episode is brought to you by Wizard Academy (WizardAcademy.org), helping small businesses achieve unprecedented growth.

Free Consultation Offer:

Dennis and Leah offer free 60-minute consultations for small business owners. Contact [email protected] or [email protected].

Coming Up Next:

Part 3: Gordon reveals what truly motivates him as a coach, his philosophy on books and influences, and his surprising answer about what he'd do if he could start over at age 32.

Previous Episode:

Part 1: Why most small business owners struggle transitioning from technician to business leader and the critical difference between managing and coaching.

Tags:

#HighPerformers #EmployeeManagement #SalesCoaching #TeamLeadership #BusinessGrowth #WorkplaceCoaching #SmallBusiness #SalesManagement #TeamDevelopment #ConnectAndConvert