🚨 Most sales leaders underestimate how brutal transformation really is.

The truth? You can’t wait for people to get on board; you’ll lose the race before it starts.

In our latest conversation, I sat down with Larry and Paul to unpack what it takes to lead effective sales team transformations, especially in private equity-backed businesses.

Here’s what stood out:

👉 Impatience is a strategy.

“The biggest mistake is not being impatient. You have to be impatient.”

Waiting for people to adapt costs time and kills momentum.

👉 Team transformation is the hardest job in sales leadership.

Shifting teams—whether inherited or rebuilt—to align with new goals is where most transformations stall.

👉 Frontline leaders reveal the truth.

If your frontline managers resist, your sellers will too. That’s the first red flag of deeper misalignment.

👉 Sometimes you have to let go of top performers.

Larry put it bluntly: “You may have to move away from high performers if they don’t buy into where the company needs to go.” Yesterday’s results can’t outweigh tomorrow’s vision.

👉 Succession planning is a blind spot.

90% of companies lack it. Which means when transformation hits, they lose talent they can’t afford to lose.

👉 Compensation drives behavior.

Shifting from hardware to software models? Incentives must reward the new direction—or the team won’t follow.

Transformation succeeds not by strategy alone, but by talent, urgency, and the strength of your leadership.