The 3 Levers that Separate "Good" Teams and Elite Performers (Money Monday)

This is Jeb Blunt, and it's Money Monday on the Sales Gravy Podcast. Make money, money, money, money. Make money, money, Money makes the world go round. I'm gonna talk around town. Remy gave me the sound. This is Cheryl Parks filling in for Jeb Blunt, and you are on Money Monday. There was a moment, and I remember it pretty clearly, when I stopped thinking about raising kids. I realized I was developing performers. I was developing contributing adults. That reframe was huge for me. And more importantly, what goes into how it's being developed. It didn't happen in a blink of an eye. It was a long path, you know, the end of a relationship. It was a season of life that asked everything of me as a mother and as an individual contributor carrying a number every single day. I wasn't a sales leader then. I was in the field. I was doing the work. And somehow in the middle of all that, the framing shifted. And when it did, everything about how I showed up changed as a mother, as an informal leader, as a seller. Years later, when I began moving into leadership, I brought that same lens with me. Because here's what I know. Everyone talks about building teams, hiring good people, creating culture, and all of that is not wrong. But that's not what I think about when I'm inside a business trying to move the needle as a seller or as a leader. There's a difference between a good team and elite performers. Most leaders, if they're honest, have never asked to stop which one they're actually developing. So I'll give you a little bit of background. I became a single mom of two in what felt like a blink, but, of course, it wasn't. It was a long personal road, one that hit me professionally just as hard as it hit me personally. For a part of a season, I was simply going through the motions. And I don't mean I was lazy. I mean, I lost my discernment. I was doubting every choice from what detergent to buy, to what to eat for dinner, to who needs to be in the meeting, what questions am I asking, how am I connecting any of this to results. So here's a fact that will stop you cold. Researchers using brain scans found that humans have approximately 6,200 thoughts per day, 6,200. Other estimates run as high as 60,000. The number almost doesn't matter because here's the real question. Are your thoughts looping or are they lifting? Mine were looping. Same fears, same doubts, same second guessing on repeat. And when your thoughts are looping instead of lifting, you aren't leading. You're not selling. You're surviving. What pulled me out wasn't a program or a framework. It was a straight heart to heart with myself. I set my own goals, my own expectations. I created a mantra when that changed over the years …