If Your Rep Is Failing, That's On You"… The Reality of Sales Performance in 2026 | B2B Sales |Ep 354

Sales leadership has a brutal maths problem. The average tenure of a chief revenue officer is about 18 months. Andrew Wildblood ran a $7 billion business at Telstra and led teams across 20 countries. He now advises companies on how to grow. In this episode he explains why sales leadership roles fail before anyone gets a fair run at them. Eighteen months to change out a team, bring in talent, get them up to speed, launch new products and open new markets. His comparison: it's like being a Premier League manager. Don't deliver, you're gone. What you'll learn: → Why "go market in, not company out" beats every other piece of strategy advice → How to obsess on talent and why warm bodies cost you more than empty seats → The question nobody asks: you didn't hire someone because they were bad, so why are they bad six months later → Why busy work is not good work, and what you have to be brave enough to stop → How Vocus bought itself three years by telling the market it was a three year transformation → Why an aligned executive team turns tension into progress instead of politics → The CEO with the easiest diary in the company, and why that was deliberate → Chasing the frozen middle instead of obsessing over your top and bottom performers → What happened at Vocus when Covid hit and they threw the process out of the window Strong sales leadership isn't about pulling every lever at once. It's about knowing which one you pull first, and being given the permission and the time to pull it. ⭐ Unlock free resources (templates, frameworks & prompts): https://www.ricavi.ai/vault 🎧 Listen on Spotify: https://open.spotify.com/show/6FHHzpJk0Kdt0ewEFVBeFP Follow us: https://www.instagram.com/davidfastuca/ https://www.linkedin.com/in/luigiprestinenzi/ https://www.linkedin.com/in/reganbarker/ https://www.linkedin.com/in/davidfastuca/ 💬 About Revenue Leaders A podcast for founders, sales managers, revenue operators, and GTM leaders who want predictable pipeline, higher win rates, and structured revenue growth. New episodes every Thursday.