084: "The Best Salespeople Aren’t Smooth Talkers—They’re Process Machines" (lessons from Gene McNoughton)
🧠 Erik’s Take
In this episode, Erik reflects on his recent interview with legendary sales consultant Gene McNoughton, extracting the most meaningful lessons about leadership, process, and growth. Gene’s clarity around sales process and change management not only reinforced Erik’s own experience but also re-anchored his commitment to building systems that scale through truth, repetition, and strategic design.
This review pulls back the curtain on the mindset and mechanics of high-impact organizations—and the hard truths they must be willing to face.
🎯 Top Insights from the Interview
- All change starts by telling the truth. That requires courage and clarity—especially in messy orgs.
- The best salespeople aren’t smooth talkers. They’re process machines. Discipline > charisma.
- Most underperforming orgs don’t have a sales process. The absence of clarity is the enemy of performance.
- Incremental wins across key metrics beat big swings. Optimize the machine, not just the outcome.
- Role play is the secret weapon nobody uses. Teams that train like pros outperform those that wing it.
🧩 The Personal Layer
Erik shares why he chose not to build a sales consulting business—because people like Gene already do it best. This reflection isn’t about competition; it’s about clarity. Knowing your lane, your value, and how to contribute without ego is a leadership move in itself.
There’s also a candid reminder here: telling the truth, especially to ourselves, is the precursor to real progress. That applies in business, relationships, and the mirror.
🧰 From Insight to Action
- Audit your “truth infrastructure.” Where are the blind spots in your data, conversations, or CRM?
- Revisit your process (or lack thereof). Could someone new join your org and succeed just by following it?
- Map 5–7 KPIs that matter. Track the levers that move the machine—not just the final output.
- Make role play normal. Normalize practice as preparation, not punishment.
- Lead with honesty. Whether you're giving feedback or designing systems, truth is the starting point.
🗣️ Notable Quotes
“All change starts by telling the truth.” — Gene McNoughton
“Most salespeople are just using what they picked up along the way. That’s the problem.”
“You can’t optimize what you can’t measure. Process gives you the levers.” — Erik Berglund
“People say they want change. But most people want to be comfortable more than they want to grow.”
🔗 Links & Resources
