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1st Anniversary Episode! The 5 Dysfunctions of a Salesperson

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059 1st Anniversary Episode! The 5 Dysfunctions of a Salesperson

Exactly a year ago today, the very first episode of the Full Funnel Freedom Podcast went live. I'm incredibly grateful to everyone who has listened, written a review, given us a rating, and been a guest on the program.

In this special episode, I'll be sharing ideas and insights around the 5 dysfunctions of a salesperson and the possible underlying causes for your salespeople's lack of performance. For each of these dysfunctions, we'll go through some support tools you can use to take your salespeople out of what's preventing them from achieving full funnel freedom.

What You'll Learn:

  • The five dysfunctions of a salesperson
  • Why you need to stop selling the way you buy
  • How to coach your salespeople into making super fast decisions
  • Overcoming the need for approval in sales
  • Why most salespeople get uncomfortable when talking about money
  • Affirmations to help reprogram negative childhood scripts
  • How to emotionally detach from the sales outcome

If you've been in sales leadership for any number of years, you will know that the perfect salesperson does not exist. Salespeople come in all shapes and sizes. Some consistently hit targets, while others barely manage to hit quota. The difference often comes down to limiting behaviors. If you happen to see a salesman struggle to drive results, they likely have one or even all of these five dysfunctions. It’s your job to help them overcome them. 

Links and Resources:

  • Full Funnel Freedom is the official podcast of the IoT North Conference! Join us November 15-16 in Calgary by going to Listen for a discount code for 20% off your tickets!
  • When you need to hire top sales professionals, turn to a recruiting partner that speaks sales. Alaant Workforce Solutions. Learn more and book a discovery call at
  • Money Mammoth: Harness The Power of Financial Psychology to Evolve Your Money Mindset, Avoid Extinction, and Crush Your Financial Goals 

- Mind over Money: Overcoming the Money Disorders That Threaten Our Financial Health 

- Games People Play: The Basic Handbook of Transactional Analysis. 

- Scripts People Live: Transactional Analysis of Life Scripts 

- Hamish's book on change - Change The Sandler Way 

- Hamish's book on accountability - Accountability The Sandler Way 

- Influential Audio 

- Full Funnel Freedom

- The Sandler Summit 2023 

- Sandler on Instagram 

- Sandler in Calgary -

- Connect with Hamish Knox on LinkedIn 

- Sponsorship or guest inquiries -  


  • "Buyers are allowed to ask for discounts. Our salespeople are allowed to push back."