Episode 17: The Grit and Mindset to Grow and Scale a Sales Team

Some Goodness

In this episode of Some Goodness, host Richard Ellis and Larry Sweeney, SVP of Global Enterprise Sales at Nerdio, discuss actionable strategies for building and leading high-performance sales teams. Larry shares his perspectives on the importance of belief in achieving ambitious targets, the power of a consistent operating cadence, fostering a positive team culture, and the significance of grit and hustle in sales. The conversation is packed with practical tips, inspiring stories, and insights into building a team that thrives under pressure, adapts to challenges, and consistently overachieves.

Chapters:

00:00 Introduction: The Power of Speed in Leadership

00:28 Welcome to Some Goodness

00:38 Meet Larry Sweeney: Transformative Sales Leader

02:23 The Importance of Belief in Leadership

06:46 Establishing a Predictable Cadence

11:22 Creating a Positive and Fun Culture

17:58 Grit and Hustle: Keys to Success

23:04 Conclusion and Farewell

23:27 Personal Goodness: Family and Hockey

Keywords: leadership, execution, first-mover advantage, market shifts, growth, quota attainment, pipeline development, competitive spirit, motivation, mistakes, mindset, coaching, team development, mentorship, training, peer coaching, culture, fun, psychological safety, hustle, grit, resilience. deal structuring, sales territory swaps, closing strategies

Soundbites:

• “If you give me a number, I’m going to hit it no matter what.”
• “It starts with belief. I’m gauging how much they believe in the company, the product, the market, and their ability to overachieve on their number.”
• “Sometimes all it takes is shaking things up. I’ve swapped salespeople’s territories on the spot—removing their preconceived beliefs—and suddenly they’re doing 200% of their previous quota.”
• “When we build teams of people and coach them to think creatively about their territory, we get different results.”
• “I fundamentally don’t believe in breaking somebody down in the middle of a QBR in front of a room. Coaching is a private activity.”
• “Fun is a core part of the culture I build—because when people are enjoying their work, they take risks, make decisions more freely, and ultimately win more.”
• “Hustle is when you don’t let yourself give up. There’s always a way—sometimes you just have to create it.”
• “Being gritty is about showing up to a tough board meeting, getting grilled, taking the hits, and then immediately switching gears to lead your team with optimism.”