Tactics

Jason Fulton, National Sales Director at American Standard, says smart policies helps him manage a distributed team of 90 in-home sales reps across 38 markets with just three managers. He shares the systems, habits, and coaching philosophy that make that scale possible — from the daily reports he reviews every morning to the “virtual ride-alongs” that help his team improve without constant field t...

Chris Wallace, Co-Founder and President at Innerview Group, explains why sales leaders love to talk about coaching, but most managers barely have time to do it. He unpacks why sales teams struggle with prioritization, how frontline managers get buried in admin work and fire drills, and what top-performing organizations do differently. Plus, he goes through practical strategies for creating more co...

Chuck Thokey, Co-Founder at Top Rep, has seen the same patterns play out again and again after after working with more than 9,000 businesses: Most companies think they have a lead problem, he says, when what they really have is a culture and communication problem. In this episode, Chuck breaks down why the sales leader—not the owner—sets the tone for the entire company, why coachability is the def...

Sam Armstrong, VP of Sales for North America at Five Star Bath, knows how to build trust and scale up excellence among sales team, even while navigating the tricky franchise model. It's all about building influence when you don't have direct authority, he says. Sam shares why most teams blame the wrong problems (hint: it’s not the leads), why scripts can quietly kill performance, and how small coa...

Tyler Slade, GM and Dealer Principle at the Tim Dahle Auto Group, says what separates the best from the rest is the ability to act. Tyler shares the rules he lives by to build a loyal team, turn employees into future leaders, and get the most out of everyone's time and energy. He talks to host Jake Cronin about the proven feedback guideline that gets him results, plus the way he and his team are u...

Kurtis Kammerer, Vice President of Sales Strategy & Technology at Supportworks, breaks down the mindset and habits that separate elite salespeople from everyone else and why most reps are just “playing the game” instead of actually improving. He talks to host Jake Cronin about daily practice, coaching, "halftime adjustments" and more to build high-performance sales teams. Plus: the one mindset shi...

Marcus Sheridan, author and entrepreneur, says many sales teams are actually getting worse, not improving - largely because of simple mistakes. He explains why sales trainers need to spend way more time on the front lines, why meeting culture needs to change, and how to engage in more effective role plays. He speaks with host Jake Cronin about the most important rituals any sales team can build to...

AI is reshaping nearly every job—but in-person sales still comes down to trust, skill, and human connection. Check out the trailer for the new show Tactics, where Siro CEO Jake Cronin dives deep into the real strategies top performing sales leaders use evevery day to drive results.