From Technician to Business Owner: Why Most Small Businesses Fail at Leadership - Part 1

Connect & Convert: The Sales Accelerator Podcast

In Part 1 of our exclusive three-part series, sales coaching expert Gordon Wilson reveals why 75% of small business owners excel as technicians but struggle to manage employees effectively. Gordon, our first-ever repeat guest, shares decades of experience coaching sales teams to 100-200% over quota and explains the critical difference between managing tasks and coaching people.

What You'll Learn:

• Why the best technicians often make the worst business owners
• The difference between managing and coaching (and why most businesses need coaches)
• How to identify the "coaching mindset" when hiring leaders
• Why Gordon prefers hiring "old people" and what that really means
• The three-legged stool approach to evaluating new hires
• How personal stress affects business leadership decisions
• Why treating employees like customers transforms team performance

Key Takeaways:

• Everything starts at the top - leadership mindset flows through the entire organization
• Most managers focus on tasks; great coaches focus on developing individuals
• The biggest mistake: promoting top performers without considering their people skills
• Experience matters: Don't dismiss candidates based on age stereotypes
• Great coaches are rare - they enjoy helping people become better professionally and personally

Guest Bio:

Gordon Wilson is a veteran sales coach and manager with decades of experience across multiple industries. He has consistently achieved 100-200% over quota throughout his career and specializes in transforming underperforming sales teams. Gordon currently serves as a coach of coaches, developing sales leadership strategies that focus on individual development rather than one-size-fits-all approaches.

Sponsors:

This episode is brought to you by Wizard Academy (WizardAcademy.org), helping small businesses achieve heights they never dreamed possible.

Free Consultation Offer:

Dennis and Leah offer free 60-minute consultations for small business owners on any topic. Contact [email protected] or [email protected].

Coming Up Next:

Part 2: Gordon shares his "elevator coaching" method and reveals his preference for questions over statements, plus the story of coaching a defiant 19-year-old employee.