David Kreiger sits down with Lynn Hidy, Founder of Up Your Telesales, to explore the most common mistakes inside sales leaders make and what it actually takes to build a team that performs consistently over time.
Lynn spent over two decades on the inside sales floor and made the unconventional choice to step back from management and stay a seller. That decision gave her a rare, ground-level view of what leadership gets wrong and what it takes to get it right.
In this episode, they cover:
Why the skills that make a great individual contributor rarely transfer to leadership
How redefining success inside a sales org keeps your best sellers doing what they're actually good at
The bell curve reality that most leaders are ignoring
The shift from product talk to problem talk, and how it makes your team less transactional almost overnight
If you're a sales leader trying to build a durable inside sales team without burning out your best people, this conversation will challenge how you think about promotions, performance, and coaching in 2026.
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