S03 EP07 with Ken Powell - Discipline Over Motivation

Ken Powell spent 20 years keeping a journal. When he saw something a great seller did that nobody else was teaching, he wrote it down. He never read it front to back until a CEO asked him to train a global salesforce and he had no idea where to start. What he found became Sales Method. Now it's a book. In this episode, Michael Cupps and Ken Powell get into why 69% of reps miss quota and why the answer has nothing to do with technology, what forecast accuracy actually reveals about a team's habits, how debriefing a lost deal the way a team watches game film separates the sellers who compound from the ones who plateau, and where AI outreach is creating discipline problems nobody wants to name yet. Raise the Bar. Step Up.: The Habits of Great Sales Athletes is available now on Amazon.  Find Ken at salesmethod.com Produced by A Cheshire Creative. The Habit Architect is sponsored by Enterprise Diagnostics and Time Bandit Check out our Live Show Events here: The Habit Architect Live Show Subscribe to our Newsletter: The Habit Architect Newsletter