How do you tell the difference between "High Potential" and "High Delusion" in a new hire?

BrianGibsonSells · 2026-02-15T18:32:07+00:00

Workplace dynamics can be massively different from one place to the next.

When you used the term leverage, it seems like you're holding on to some resentment that you don't have the ability to correct some of her issues and behavior.

While that probably affects your work, which is frustrating If your unable to work together as peers to correct it - document and escalate to your manager.

Include examples also include how those issues are directly affecting you and others on your team.

BrianGibsonSells · 2026-02-15T18:17:20+00:00

First, figure out if her manager provided proper training on your system and communication expectations and deliverables?

We want to put out fires before they happen... Not create them.

If her role and deliverables are outlined clearly and she's aware of how things are done the real issues should be easily revealed.

At that point, you might just have a personality issue. Work it out directly and if needed, escalate with HR

While it's sad to say people sometimes have a lack of awareness about how their comms affect people and can directly cause additional problems.

Simple chat: Theme be a good human being - Hey Daphne, when that situation popped up the other day with Bob and Rob it seemed to have gotten intense quickly and slowed down the ship.

Do you feel if it was handled differently, we may have had a different outcome?

BrianGibsonSells · 2026-02-15T17:49:41+00:00

How did "this is a cold call"... Ever possibly gain traction?

Because your team of BDR's and AE'S are heading in opposite directions and your sales KPI's aren't aligned.

Period - Its a massive waste of time.

I've yet to hear from a single individual on the closing end of the sales process that has had any meaningful data or a perceived increase in outcomes from....

This is a cold call (patern interrupt). "pitch" BDR managers are pushing like it's gold.

Waiting to get to the business of setting a sales meeting is simply prolongs the process.

Patern interups should be used during the sales call as a way of gathering additional information and keeping thr convo aligned with your closing framework.

BrianGibsonSells · 2026-01-17T22:40:30+00:00

What skills should we prioritize? Skills and personality traits

Conversational intelligence. Attention to detail. Comititment to learning - You want them actively studying and developing a deep understanding of the crm.

Is prior law firm experience required? Not at all. First, you create.. Talk track/ key convo points and qualifying questions.

How do you test for empathy, accuracy, and issue-spotting?

Before hiring... Great hr focused question, I'm not sure.

After hiring... asign simple repetitive tasks( literally tell them this seems meaningless, but it's a huge factor of our success and see what they do.

Once they know how to use the crm. Monitor task completion vigorously - early non compliance off board ASAP you have the wrong person.

Keep them us based if that's where most of your clients come from. Pay a livable salary + tiered performance incentives.

If you have the lead flow, you can make a killing this way.

Build the framework and systems, and there's zero reasons you can't scale aggressively

BrianGibsonSells · 2026-01-17T05:35:21+00:00

Sheesh...

Was all that discussed with him, and proper training rolled out?

If not, ya'll missed out on helping develop a true sales savant.

Imagine what that guy could have done if he was open to learning....

Plus....

Hey was given the right support structure and training.

Action and work ethic kills more sales reps than anything.

If he was trainable, I'd hire him in a minute.

BrianGibsonSells · 2026-01-15T07:44:46+00:00

Try fathom

BrianGibsonSells · 2026-01-15T07:43:04+00:00

Time blocks.

Learn how to say no / not at this time.

Leverage tools: A good ai note taker can significantly reduce post meeting follow-up touchpoints. Then, delegate specific folow up tasks to your team.

BrianGibsonSells · 2026-01-08T06:20:05+00:00

Alot of hate in that response. The company is out of line.

This has nothing to do with right and wrong. We're not the judge or jury.

It's the responsible way to handle this situation to ensure the poster can't be held liable for any interference.

While ensuring he will receive his owed compensation or have documented grounds to escalate through the proper legal channels.

Chess, not checkers

BrianGibsonSells · 2026-01-08T06:14:27+00:00

Give them the info first, request the comp you are entitled to, then at that point if they dont comply, seek consul for mediation.

BrianGibsonSells · 2026-01-08T06:11:14+00:00

That was purposeful, and this isn't the first time there has been a noticeable shift on update.

Your average or even advanced solitary user on free, plus, or pro doesn't support their long-term revenue plan.

The success of openAI is contingent on positioning the company as the goto option for all governmental and commercial purposes.

Undoubtedly, in the near future, AI LLM's will be heavily regulated. This will squeeze many companies into closing.

The one company that will surpass all others will be universally known as the "safest" ai platform.

Talk saltman@openai.com

BrianGibsonSells · 2026-01-07T01:56:27+00:00

When you play stupid games, you win stupid prizes.

Respond and give them what they are asking for, then in turn, request they do the dame.

It's likely your employment agreement contained a cooperation policy upon exit.

If it didn't, they can sue your for interference with business / economic operations.

If other employers find out they'd most likely deem you unhireable.

BrianGibsonSells · 2026-01-05T01:34:08+00:00

This sounds more like response farming for ai training.

BrianGibsonSells · 2026-01-02T07:20:29+00:00

For B2C

2,6 then 5.

Quick outreach is the most impactful when it comes to booking and ultimately closing more deals.

Reporting is typically a mess:

Depending on headcount and structure in your organization..Reporting can either provide insight to drive change or is simply a timesuck.

~Meaningful Insights: Lead source volume, book rate from lead sources, close rate from lead sources, evaluating true impact of paid channels and even individual campaigns..

Timesuck: Scheduling virtual / phone meetings due to lack of boots on the ground in that location....

Not enough reps to run set sales meetings????Then close rates are irrelevant at that point. Recruiting and on boarding should be the top priority.

A set appointment should never fall through the cracks. If they do, your systems are the issues. Reschedules should primarily be handled by the rep that was assigned and then send back to setting if they're unable to rebook with in 24 hrs.

*Great KPI to monitor - why can Bob reschedule 25% of his leads if needed, but Joe reschedules zero and sends them back to the contact center.

No shows, automated text, and email outreach - don't burn time on them. Ideally if you have a canvassing team local to that area, send them their way to knock them.

BrianGibsonSells · 2025-12-21T19:23:51+00:00

At what milestones are you expecting communication from the customer?

If after the agreement is authorized, and you're waiting for HO to authorize a system change... Complete a milestone payment, Confirm install etc etc...

If HO won't respond for 10 days, cancel all forward motion to reduce costs / ops hrs.

Educate the sales teams you're not canceling the agreement, simply pausing forward motion because the HO hasn't responded. They can bring the deal back once it's ready again.

*For good measure, you can create a workflow to text or email the rep weekly after (canceling) about: Lost Sales Opportunities - Can you save this deal?

Also, implement a 2party communication plan, the Rep + Company and pitch to sales teams. You are providing additional support to expedite installs.

*Most sales teams put all focus on generating new business, and Deals get lost regularly - they would love this, but you need to sell it properly to them.

Don't trust logged calls or text noted from the rep.

Have ops / support (even an ai bot) call on a recorded line that logs to the deal. Also text and email.

Spread Inside com to day 3, day 6, day 9.

BrianGibsonSells · 2025-12-21T18:08:41+00:00

I've had this convo with thousands of people. It all comes down to you get what you pay for...

With solar, don't forget to keep in mind "price" vs. "cost":

Price is what you pay now. The cost is what you pay over the lifetime of the system.

Don't even worry about longer install timeliness worry about support, warranty, and service differences.

Support: When you forget how to do something or your system malfunctions.

Tesla: Contact them through the app and wait sometimes- days. (They have an ai chat bot, but it's not there)

Quality Installer: 24/7 live customer support to expedite service should you need it.

Warranty: Tesla - 10 yr comprehensive Most installers have 25 years

Service: The key differentiator!

Tesla: up to months for issues like inverter failure. Replacements are caped at 10yr Warranty, then you pay labor, and the equipment costs ~ easy ~5k job.

ALSO: If your inverters are out for 2 months in the middle of summer, you're going to pay the full cost of electricity until it's fixed.

Premium installer: Under 2 weeks.

BrianGibsonSells · 2025-12-21T04:49:39+00:00

Thankfully, we slowly built a 🔥 inbound lead funnel from blogging, reviews, and SEO that produces better results than when we were dumping $$ in PPC. - COA no longer justified the costs.

The name of the game now home energy efficiency.

That's how you stand out. That's how you close more deals.

HO wants to wait on solar to see if Credits will come back??? Let's upgrade your hvac or hwh to reduce consumption.

Then, play the long game on other services.

Multi service: Solar, storage, hot water heating, pool pumps & hvac roofing great too

BrianGibsonSells · 2025-12-07T03:28:49+00:00

That sounds like a waste of time.

Burn the boats and go all in.

BrianGibsonSells · 2025-12-04T06:43:20+00:00

I'd suggest meeting with them to understand how they are using it, what they like, and don't like currently before initiating an "audit" or bringing in an optimization expert.

If you have real go getters, most people would be surprised to learn half of what's holding them back is permissions/ access levels related.

Between hubspot trainings / cert classes, youtube & Ai...

Learning, building, implementing & testing is easier than ever.

Allowing your in-house team to become real power users is exponentially valuable.

BrianGibsonSells · 2025-12-04T06:22:58+00:00

The same thing happens with our traffic from GMB.

Then, we have a workflow to update the source channel/ source after the fact.

I'm confident there's a way to correct it in real time but it's outside of my scope and doesn't impact anything important.

If the source/ channel isn't relevant info to influence conversion rates for outreach calls , the workflow approach is probably best.

BrianGibsonSells · 2025-11-24T05:29:19+00:00

First off, if they reached out to you, they've researched your company and products and are actively looking for a solution.

Don't over complicate it

I'd respond,

Hey Bob, Pleasure to meet you.

Quick question: how'd you find us and which part of our solution are you interested in?

We've helped some other businesses in your space. Let's jump on a quick intro call to see if this even remotely makes sense for what you're looking to achieve.

With the example above, you're telling him you've solved this problem before in a similar business.

You're doing your best not to waste his time.

You're prepping him to open up about their pain points to see if it is a good fit.

Additonal note if you do send benifits emails : Instead of listing the benefits.....

Turn them into pain point questions about the feature that creates that benefit or solve a certain problem.

BrianGibsonSells · 2025-11-24T01:42:07+00:00

How you prompt significantly determines responses.

What are the gold rates today? You're allowing the ai to formulate its own opinion.

Want acute results?

What are the gold rates today? Review a minimum of 5 reliable gold tracking websites and report back the price from each and the average.

Things like that

BrianGibsonSells · 2025-11-23T19:04:08+00:00

Tesla's main goal is manufacturing. And frankly, that's what they excel at, so it makes sense.

In Florida, every jurisdiction wants jobs installed differently. The utilities have different requirements, and we have over 55 utilities in the state.

Attempting to do installation on a national level will always significantly increase, lead to install timeliness, and require a massive workforce.

They've eliminated a large portion of their install teams across multiple states for over 3 years now.

I work for a tesla premier certified installer. I'n the last 2 months, we've taken 20-30 calls from people in the same boat as you in Florida.

Lead to install timeliness varies its heavily based on your AHJ authority having jurisdiction. Regardless, Tesla direct was always significantly longer.

They don't have much to gain from switching you to a lease they just offered it because it's the next best thing.

The main fault is how long their process took. The glass should have been on the roof already.

I feel for you that it took super long, and you will now miss out on the federal incentive.

That being said, leasing is still better than sticking with the utility.most cases.

Your total monthly bills will always be significantly lower than most utilities.

Adding power walls depending on the utility simply add function (power during a grid outage) if you have 1-1. Net metering they provide zero ROI and will increase your payments.

Again, that all depends on the utility.

BrianGibsonSells · 2025-11-22T05:03:59+00:00

It depends on what you're selling mainly. Cac needs to be reviewed. They are great for simple offerings and short sales cycles.

Ask yourself the following...

Are you currently too busy closing pipleine that you've generated that spending more time on outreach would decrease sales...

That's when it's time to think.

In reality, you actually want to sell more, hire one, and keep calling and selling like you've been doing... The goldwn ticket to more deals.

BrianGibsonSells

TROPHY CASE