Summary
In this episode of Highly Adaptive, Jeff Pelliccio and Erin MacKenzie are joined by Mark Winter of WinSource Group to deliver a reset sales leaders need heading into 2026: clarity comes before decisions. Because when a year has been rough, leaders tend to reach for the same three levers—new markets, new tech, new hires—without first getting brutally honest about where the business actually is.
Mark breaks the “survival kit” down with real operator math: start with retention, understand what revenue you’re truly at risk of losing, and work backward into what it will actually take to grow. He also makes a bold case for the most important lever in modern sales execution: the middle manager. If your sales managers can coach, reinforce, and create guardrails, you can outperform teams with bigger “rockstar” reps but no leadership system.
The conversation closes with a definition that reframes consultative selling for staffing and professional services: it’s not asking one extra question—it’s proving impact in the customer’s metrics, not your own. And the banner takeaway lands clean: you’re not entitled to much at work, but you are entitled to clarity—because without it, nobody behind you can win.
Clarity before decisions – Don’t choose a path until you can accurately name where you are right now.
Retention math comes first – Start with what you’ll keep, then calculate what you must replace and grow.
Middle managers are the multiplier – Strong sales leadership beats great reps with no coaching layer.
Be careful with “magic” investments – Tech and data tools can be great—at the wrong time, they’re expensive distractions.
Consultative selling = customer metrics – You’re consultative when you can measure your impact in their world, not yours.
Do the work (in the field) – Presence, conversations, and consistent effort still produce returns—fast.
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