Selling Your Way to Freedom w/Peter Neill (Copy)

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Episode Description

Welcome to the Freedom Point Real Estate podcast! In today’s episode, Kristi Jones dives into the mindset and habits that separate top performers from the rest. She breaks down how to build a culture of accountability and motivation within your team and shares powerful advice on finding a mentor who’s just as dedicated to growth as you are.

Kristie K. Jones is a seasoned sales consultant and executive coach with over 20 years of experience helping small and mid-sized companies grow their revenue, optimize their sales processes, and build high-performing teams. As the founder of Sales Acceleration Group, Kristie specializes in diagnosing and solving root issues that stall growth—from weak outreach strategies and poor hiring to lack of discipline or repeatable processes. With a no-nonsense, direct communication style and a passion for turning visions into reality, she delivers results through tailored strategies in sales effectiveness training, talent recruitment, executive coaching, and more. Rooted in her Midwest upbringing and “Kitchen Table MBA,” Kristie believes that if you do the right things, the right things will happen.

CONNECT WITH KRISTI JONES!

LinkedIn: https://www.linkedin.com/in/kristiekjones/

Website: https://kristiekjones.com/

Instagram: https://www.instagram.com/kristiejones.sales/

Youtube: https://www.youtube.com/@UCEOGJrgqo50OL-tTXgaaqHg

Twitter: https://x.com/kristiekjones

CONNECT WITH JEREMY DYER!

Website: https://startingpointcapital.com/

Instagram: https://www.instagram.com/startingpointcapital/

LinkedIn: https://www.linkedin.com/in/jeremydyer

Facebook: https://www.facebook.com/startingpointcapital

Book a Call! https://calendly.com/startingpointcapital/discuss-investing-with-jeremy-dyer?month=2023-12

Summary

Tip #1: Founders Shouldn’t Sell Forever

“If you’re still the number one seller at $1M, you don’t have a sales team—you have a founder hustle.”

Kristi makes it clear that as your business grows, the founder can no longer remain the top seller. At this stage, you need to focus on building a strong sales team to scale. A founder who is still the primary salesperson at this level risks burnout and limits growth potential, as they need to focus on broader strategic decisions.

Tip #2: Sales Accountability Starts at the Top

“You can't hold prospects accountable if you don’t hold yourself accountable.”

Kristi highlights the importance of leading by example. If a sales leader or founder doesn't meet their own commitments and deadlines, it sets a poor example for the team. Accountability isn’t just about setting expectations for others, it’s about demonstrating the behaviors you expect from your team, which builds trust and sets the tone for the entire organization.

Tip #3: Define Expectations Objectively

“What does ‘more’ even mean? You need objective, measurable expectations.”

Setting vague goals like “do more” isn’t actionable. Kristi advocates for measurable and clear targets that everyone can understand. By establishing precise metrics, it’s easier to track progress and adjust strategies when needed, ultimately creating a focused, results-driven environment.

Tip #4: Build a 90-Day Rolling System

“One bad month shouldn’t tank a quarter—I look at 90-day performance windows.”

Kristi’s 90-day rolling performance window allows for flexibility without letting one poor month derail overall progress. This approach helps sales teams stay on track while maintaining a buffer for fluctuations in performance. It’s also a way to motivate teams by making recovery from mistakes possible, which is key for morale and long-term success.

Tip #5: Let Reps Choose How to Be Coached

“Ask, ‘What would you like me to do if you get off track?’”

Giving reps the power to choose how they want to be coached increases buy-in and personal responsibility. Kristi’s approach acknowledges that every salesperson is different and what works for one may not work for another. By having this conversation upfront, you establish mutual respect and clear expectations for how feedback should be delivered.

Tip #6: Speak Results Into Reality

“I say it out loud every morning in the shower.”

Kristi's personal practice of speaking goals out loud illustrates the power of positive reinforcement and self-affirmation. Speaking your goals and intentions into existence creates a mindset that expects success and holds you accountable to those statements. This small daily habit can reinforce confidence and help you stay focused on your objectives.o.

Tip #7: You Don’t Need Fancy Tools to Shift Your Mindset

“You don’t need a hypnotherapist or a vision board. You just need to be kind to yourself.”

Mindset changes don't require expensive programs or flashy tools, according to Kristi. The most crucial element for growth is self-compassion and being kind to yourself after setbacks. Treating yourself with the same empathy you'd offer a friend creates resilience and fosters long-term success.

Tip #8: Use Real Hiring Assessments

“Most people interview for a sales job the way they’d interview for accounting.”

Kristi points out that hiring for sales positions requires a different approach than most corporate roles. Instead of focusing on past resumes or academic qualifications, it’s vital to assess how candidates sell in real-life scenarios. This ensures you hire not just for experience, but for practical, measurable skills that drive success in sales.

Tip #9: Coach Like a Personal Trainer, Not a Teacher

“Salespeople don’t want to be taught; they want to be coached.”

Kristi makes an important distinction between teaching and coaching. Salespeople need active, hands-on support that addresses their specific challenges, rather than abstract lessons. A coach provides guidance, accountability, and personalized advice to help each rep perform at their best, creating a stronger team dynamic and better results.

Tip #10: Your Reputation Precedes You

“You want your name said in rooms you’re not in.”

Kristi underscores the importance of building a professional reputation that speaks for itself. Consistently delivering value and acting with integrity ensures that your reputation will help you in your career long after the interaction has ended. By focusing on long-term relationships and trust-building, you make yourself a sought-after resource for opportunities.