Most sales leaders coach the outer game: pipeline, routing plans, pricing, KPIs. That’s maybe 15 percent of performance. The rest sits under the surface in self-doubt, fear of other people’s opinions, and the stories reps tell themselves about who they are. Collin Henderson was a two-sport Division I athlete who developed a stutter at 11 and once pre-recorded his answers to a pharma sales evaluation, so he knows what happens when that layer goes untrained. In this one, he breaks down why talent plus skill minus internal interference equals execution, and walks through the three-step influence system from his book The Oz Method.

Collin Henderson is a mental performance coach, keynote speaker, and founder of Master Your Mindset, LLC who has trained teams at Nike, Amazon, Microsoft, and Salesforce, and shares how to connect with him and get his new book, The Oz Method, at the end of the episode.

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Resources mentioned:

Key takeaways from this episode:

00:00 - Why leaders who only coach the business side are training two of the three things that drive performance.
05:24 - The equation Collin uses to explain execution, and the one variable most sales organizations never train.
10:28 - A look inside the stutter Collin hid from teammates, managers, and customers for more than a decade.
21:22 - What it really takes to spot the fear holding you back when you can’t name it yet.
37:34 - Why worrying about your next line quietly pulls you out of the customer conversation.
49:03 - Collin’s perspective on why the first step of influence takes the pressure to perform off the seller.
1:01:00 - What leaders often overlook about storytelling, and how a buyer’s own words make a story stick.

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.

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The Inner Game Most Sales Leaders Never Coach with Collin Henderson

Revenue Builders

The Inner Game Most Sales Leaders Never Coach with Collin Henderson