In this episode of Training That Works, Rustin Schroeder talks with Kristine Maleri about what really happens when even top performers have a brutal sales year… and how elite sellers reset, refocus, and win again. Kristine opens up about experiencing one of the toughest years of her 30-plus-year sales career, why tough years hit harder for high achievers, and the dangerous identity trap sellers fall into when the scoreboard isn’t in their favor.
Drawing from her background as a competitive tennis player and decades in enterprise SaaS, Kristine breaks down how slumps actually form… the sneaky execution drift most sellers miss… and why fundamentals matter more when conditions are hardest. She shares practical frameworks for separating performance from identity, rebuilding momentum, doubling down on strengths, and using “workshopping the win” to replicate success instead of just analyzing losses.
This conversation goes deep into how elite sellers think during adversity… how to fail fast without burning energy… how to qualify opportunities more honestly… and how intentional habits, repeatable excellence, and disciplined focus create predictable success. If you’ve ever questioned yourself after a down year or wondered how top sellers truly bounce back, this episode delivers a real-world playbook for turning setbacks into your next breakthrough.
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