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In this episode of Torch Talk, Lindsey Chupp sits down with Jordan Mullet, sales leader and trainer with Sandler by the Ruby Group, for a practical and candid conversation about what it really takes to build a high-performing sales team.
Jordan breaks down why many business owners struggle with sales performance and where they often focus on the wrong metrics. He explains the difference between leading indicators and lagging indicators, why tracking behaviors matters more than obsessing over revenue, and how clarity around numbers creates accountability without creating chaos. The discussion walks through goal-setting strategies, including baseline and “brass ring” targets, and why salespeople must have ownership in setting their own numbers.
The conversation also dives into the emotional side of sales. Jordan emphasizes the importance of emotional maturity, self-regulation, and stability in both leaders and sales teams. He shares why sales can be “violently emotional,” how leaders set the tone for the team, and why emotional intelligence (EQ) often matters more than IQ in long-term performance.
