Progress not Perfection with Sebastian Karlsson

Art & Science of Complex Sales

In this episode, Sebastian Karlsson, a Sales Effectiveness Consultant at Membrain, joins Paul Fuller on the podcast to discuss how small, consistent habits and clear processes can make a big difference in both hitting targets and building confidence.

Seb explains why having a sales process is like having a checklist. It helps teams avoid repeating mistakes, scale beyond just one top performer, and stay focused. He shares a personal story about starting small with fitness and how that idea translates to improving in sales.

He also talks about the uncomfortable but powerful habit of watching recordings of his own sales calls. For him, it’s the fastest way to improve.

The conversation is all about making progress one step at a time, keeping things human, and learning how to enjoy the process.