About this episode

Ian Selbie discusses the triad of sales excellence focusing on people, process, and performance.

People, Process, Performance: The Triad of Sales Excellence Guests: Ian Selbie of 'Sales Look' Host: Randy Chaffee Producer / Director / Co-Host: Wes Wyatt Episode Summary: Ian Selbie returns to Building Wins Live with host Randy Chaffee and co-host/producer/director Wes Wyatt for a sales-heavy conversation built around Ian’s three core pillars: People, Process, and Performance . Ian, a speaker, author, coach, sales mentor, and host of Confessions of a Sales Pro , explains how he helps sales organizations move from scattered effort to a “well-oiled selling machine” by assessing talent, installing a consultative sales process, and driving disciplined performance rhythms. His sales assessment includes leadership interviews, 90-minute one-on-one interviews with salespeople, and a recommendation report focused on the five or six changes that would matter most if he had ownership in the company. The goal is not endless theory. It is better people decisions, stronger sales talent scorecards, cleaner pipelines, and customer loyalty for life. Ian and Randy dig deep into the difference between sales activity and sales performance, especially through Ian’s Pipeline Wednesday model: every…

More episodes of Building Wins LIVE!

• Rob Anspach | 07132026 · July 13, 2026 · 57 min
• Jared Ledford | 07062026 · July 6, 2026 · 41 min
• Chris Miller | 06292026 · June 29, 2026 · 40 min
• Christine Harrington | 06222026 · June 22, 2026 · 56 min
• Oakland McCulloch | Best Of #3 · June 15, 2026 · 43 min

Explore listener stats, chart rankings, contacts and more on the Building Wins LIVE! podcast page.