This is Jeb Blunt and it's Money Monday on the sales gravy podcast.

Say, make money, money, money, money, money, money, money, money, money, money, money makes the

world go round.

I'm not talking around town.

Remy gave me the sound.

This is Cheryl Parks filling in for Jeb Blunt and you are on Money Monday.

There was a moment and I remember it pretty clearly.

When I stopped thinking about raising kids, I realized I was developing performers.

I was developing contributing adults. That reframe was huge for me.

And more importantly, what goes into how it's being developed. It didn't happen in a blink of an eye. There was a long path, you know, the end of a relationship. It was a season

of life that asked everything of me as a mother and as an individual contributor carrying a number

every single day. I wasn't a sales leader then. I was in the field. I was doing the work. And somehow

in the middle of all that,

the framing shifted. And when it did, everything about how I showed up changed as a mother,

as an informal leader, as a seller. Years later, when I began moving into leadership, I brought

that same lens with me.

Because here's what I know.

Everyone talks about building teams, hiring good people, creating culture, and all of that is not wrong.

But that's not what I think about when I'm inside a business trying to move the needle as a seller or as a leader.

There's a difference between a good team and elite performers. Most leaders, if they're honest,

have never asked to stop which one they're actually developing. So I'll give you a little bit

of background. I became a single mom of two in what felt

...