Have you ever wondered why some sales teams seem to effortlessly crush their numbers while others struggle month after month, even with talented reps?

Well, I just had an incredible conversation with Josh Troy, Founder & CEO of Wires from Strangers Group, that completely opened my eyes to what most businesses are getting wrong with their sales teams.

And let me tell you — what he shared absolutely blew my mind! 🤯

Josh has hired hundreds of sales reps and helped his clients generate hundreds of millions in revenue. But here's what shocked me most:

Just a 5% difference in sales performance can cost you $99,000 per month PER underperforming sales rep.

Let that sink in for a moment...

That's not a typo. We're talking about nearly six figures of lost revenue every single month from just ONE sales rep performing slightly below KPI.

But here's the good news — Josh shared the exact systems and strategies he uses to fix this problem, and I'm excited to share them with you in today's Newsletter!

As always, my Mission with the Marketing Minds Newsletter is to Give You the Highest Level of Value Possible - and this edition is absolutely PACKED with actionable insights you can implement immediately!

Here's What's Inside This Edition:

• The "Performance Delta" Formula that reveals exactly how much money you're losing from underperforming reps

• The Pipeline Management System that generates "an unbelievable amount of money" (Josh's exact words!)

• Why B+ Players with Great Systems Beat A+ Players Every Time

• The 4 Types of Training Every Sales Team Needs (most are missing at least 2)

• The "Conditional Logic" Management System that standardizes excellence

• Plus: The #1 Hiring Mistake that Makes Sales Reps "Sell You" in Interviews

Let's dive in...

Watch the Full Podcast on YouTube:

The System That Changes Everything: Pipeline Management Reports

Here's what Josh revealed that completely shifted my perspective on sales management:

"A fish rots from the head down. If you don't have process documentation, standardized sales processes, or systems in place, you can't blame your reps for underperforming."

Josh's solution? Pipeline Management Reports — custom CRM views that show exactly where every single lead is and what action to take next.

The genius is in the simplicity:

Priority Buckets for Sales Reps:

1. Expected Close Dates Past Due — The hottest of hot leads that should have already closed

2. Hot List Deals — High probability closes within 7 days

3. No-Show Follow-ups — Leads that missed their appointment

4. Qualified Deals Marked Lost — Perfect for spiff competitions between reps

The key insight? This system "removes all critical thinking" from the sales rep's workflow. They don't have to wonder what to do next — they just work through their priority buckets.

Pro Tip from Josh: "Lost Deals, Low Activity" is a game-changer. This report catches lazy reps trying to cheat the system by closing out leads without proper follow-up!

Why Your A+ Players Might Be Your Biggest Problem

This completely challenged my thinking:

Josh said: "I would take a B+ player with prolific sales systems over an A player with mediocre systems any day."

Here's why this is actually GREAT news for your business:

1. B+ Players are easier to find than A+ superstars

2. Systems are 100% in your control (unlike talent availability)

3. Systems scale infinitely — talent doesn't

Think about it like marketing split testing. You wouldn't rely on one "superstar" ad to carry your entire campaign. You'd build a system of testing, optimization, and scaling.

Sales should be the same way!

The 4-Layer Training System That Creates Top Performers

Here's what really got me excited — Josh doesn't just hire top performers, he CREATES them through a systematic training approach:

Layer 1: Sales Methodology Training Josh's team uses their proprietary "10 Steps to Wires from Strangers" methodology. Sales reps have told him it's more in-depth than $30,000 training programs they've paid for!

Layer 2: Product Knowledge Training "I will never outsell the version of myself that has tremendous product knowledge."

This hit home for me because I see so many teams skip this, thinking "first principles" are enough. Wrong!

Layer 3: Process Training Systems, SOPs, CRM usage — all the tactical execution pieces

Layer 4: Brand Dynamics This is the secret sauce — sales training specific to YOUR offer, including:

• Your unique objections

• Your ideal customer language

• Your specific value propositions

The Talk Track vs. Script Revolution

Josh dropped this truth bomb: "Scripts are robotic and clunky. Talk tracks guide conversational flow while staying flexible."

The problem with most sales calls? Josh listens to hundreds of them and sees two massive issues:

1. Massive Variability — Every rep doing their own thing

2. No Real Pitch — Just feature-dumping after discovery

His solution? Focus on the "Big 3":

• Strong Discovery

• Irresistible Pitch

• Powerful Closing Sequence

And here's the kicker — when you change a talk track, performance initially DROPS because reps are making real-time mental adjustments. The solution? Make gradual iterations and practice extensively before going live.

The Hiring Secret: Don't Get "Sold" By Sales Reps

This was eye-opening: "Even if they're not an A player, they're a sales rep. So they're selling you in the interview that they can do the job."

Josh's solution is brilliant:

Step 1: Talent acquisition team does initial screening (trained on the full sales methodology)

Step 2: Candidates get access to 2-3 hours of training content

Step 3: Skills assessment with sales management

This approach reveals:

• How trainable they are

• How well they follow instructions

• Their actual sales ability (not just interview skills)

• How fast they process information

Watch The Full Episode Now!

Or Listen on Spotify:

Fill Your Sales Reps Calendars with Calls from YouTube Ads!

Are you looking to Scale your Business with YouTube Ads?

I want to invite you to a 1-1 Strategy call with my Team to map out a YouTube Ads & Video Marketing Strategy specifically for your Business!

This is a 45-minute call where we’ll dive into your Business, your Goals & map out a Custom Strategy to help you Achieve them through YouTube!

Fill out the Quick Booking form to Schedule your Strategy Call.

More Value Coming Next Friday!

Stay Tuned for More Great Value & Content Coming your Way!

Here’s a Sneak Peak at What’s Coming Next:

• More Free Trainings & Resources — In your Inbox!

• Real Case Studies & Examples of the Marketing Funnels that Scaled Coaching Businesses past 7 & 8 Figures

• The REAL on-the-ground insights into what’s going on in the Online Marketing & Coaching/Consulting/High-Ticket Industry (Based on our Insights working with Thousands of Clients)

• The Latest YouTube Ad & Marketing Strategies as we Discover Them - So that you’re Always on the Cutting Edge

• Guest Articles, Videos & Podcasts from the Top Marketing Minds of Today — Stay tuned for some exciting announcements around this ;-)

• And a LOT More…

I’m serious when I say I want this to be The Most Valuable Newsletter You’re Subscribed to — Look out for us in your Inbox Every Friday!

I’ll see you in the next one!

To Your Success,

- Aleric Heck | Founder & CEO of AdOutreach