Key Takeaways from the Next Level Executive Roundtable for SMB Sales Leaders
Sales teams today are up against more distractions than ever. At our latest Executive Roundtable, hosted by Next Level and Avenue9, sales leaders from diverse industries came together to tackle one core challenge: what's really getting in the way of consistent, high-performing selling behavior?
Here are the top takeaways, challenges, and actionable insights from our discussion.
1. External Excuses Are the New Default
Distractions from the economy, politics, tariffs, and seasonal cycles are rampant. Salespeople cite budget freezes, decision delays, and vacation timing as reasons for pipeline stagnation. But as Haley Haggerty pointed out, leaders need to challenge assumptions, reframe timing objections, and help teams focus on what they can control.
Action Steps:
Ask reps what behaviors define a successful sales day.
Lead by example with clear expectations and daily prep routines.
Stop accepting delays at face value; dig deeper and guide next steps.
2. Technology Is Helping—and Hurting
AI tools, CRM platforms, and dashboards can streamline selling. However, as Mike Montague noted, they also introduce "tool sprawl" and "magical thinking" that distract reps from human connection. Salespeople are wasting hours on over-preparing and under-acting.
Action Steps:
Audit your tech stack. Remove tools that aren’t delivering ROI.
Define what should be automated vs. what requires human interaction.
Balance metrics with coaching. Data should guide decisions, not paralyze them.
3. Sales Psychology: The Hidden Saboteur
Megan Courcy led a powerful discussion on how call reluctance, perfectionism, and lack of a system create internal drag. Without a clear playbook and strong coaching culture, salespeople default to low-payoff activities disguised as productivity.
Action Steps:
Establish a clear, repeatable sales process that eliminates guesswork.
Encourage roleplays and real-time feedback to build rep confidence.
Address mindset blockers through coaching, not just training.
4. Leadership Matters More Than Ever
Operational clutter and inconsistent expectations across layers of leadership create confusion. Jim Ayraud and Raheim Swann emphasized that if sales managers are distracted, they can’t coach effectively. Trust, accountability, and clarity need to start at the top.
Action Steps:
Align leadership layers on what "good" looks like.
Set mutual expectations: what you owe your team, and what they owe in return.
Spend more time in the field. Real coaching happens in real conversations.
5. The Ultimate Focus: Control the Controllables
From preparation and behavior to process and mindset, leaders must guide their teams to focus on what they can influence, not just what's urgent or loud.
Takeaway Question:
What distraction are you letting off the hook that you should be confronting head-on? How much business are you leaving on the table by allowing distractions?
Want to Join the Next Roundtable?
We’ll continue this series to share insights and build community among high-performing sales leaders. Want in? Let us know what topic you want to tackle next. Contact us here.
