Your best reps are often "unconsciously competent" and can't explain their own success. Before an SKO, leaders must help these individuals deconstruct their process and build a prescriptive presentation, translating their individual "art" into a replicable science for the entire sales team.

Instead of trying to convince people of the importance of vulnerability, first have them identify their core values. They will naturally conclude that living up to those values (e.g., courage, excellence) requires them to embrace the uncertainty and risk inherent in vulnerability.

SKOs often fail with high-level corporate presentations. A better approach is to put top-performing reps on stage to share specific, tactical "how-to's" for key sales activities like cold calling, email outreach, and champion building, fostering peer-to-peer learning.

To make deep qualification a team-wide habit, sales managers must do more than just talk about it. They need to 'lead from the front' by joining customer calls and personally asking the critical questions. This demonstrates the correct technique and signals that it's a non-negotiable part of the sales culture.

Instead of traditional classroom training, Stone would take new salespeople on live sales calls. They'd observe him, attempt a pitch themselves, and receive immediate feedback. This rapid, immersive cycle built competence and confidence quickly, even for those without a college degree.

Move beyond static scripts by using AI for dynamic sales training. Feed ChatGPT your call transcripts and common objections, then ask it to act as a specific buyer persona. Practice handling its objections in a role-playing chat, and conclude by asking it to provide a score and feedback on your performance.

To encourage participation from everyone, leaders should focus on the 'why' behind an idea (intention) and ask curious questions rather than judging the final output. This levels the playing field by rewarding effort and thoughtfulness over innate talent, making it safe for people to share imperfect ideas.

Rehearse difficult conversations by having an AI adopt the persona of your boss, partner, or employee. This allows you to practice your approach, refine your messaging, and anticipate reactions in a safe environment, increasing your confidence and effectiveness for the real discussion.

Intuition is not a mystical gut feeling but rapid pattern recognition based on experience. Since leaders cannot "watch game tape," they must build this mental library by systematically discussing failures and setbacks. This process of embedding learnings sharpens their ability to recognize patterns in future situations.