CEO Global Network Podcast
🎙 Hosted by John Wilson, founder of CEO Global Network and author of GREAT CEOs and How They Are Made, this podcast delivers powerful insights for CEOs and executives looking to grow as leaders and drive lasting success.
Each episode features candid conversations with high-performing business leaders, expert speakers, and industry trailblazers—all focused on sharpening your leadership edge, building resilient companies, and improving your life, your team, and your impact.
Join a community of CEOs helping CEOs succeed.
CEO Global Network Podcast
Linda Kern, Founder and CEO, The Kern Group - Building High-Performing Sales Teams
In this episode of the CEO Global Network Podcast, host John Wilson sits down with Linda Kern, a seasoned sales executive and Founder of The Kern Group. Linda shares powerful insights on what it takes to build, scale, and sustain high-performing sales teams.
She covers:
- The overlooked factor in building great sales teams
- How to balance accountability and motivation
- The biggest mistakes companies make when scaling sales
- Gaining buy-in for change from resistant teams
- The role of branding and marketing in sales success
- The toughest client question she’s ever faced
Whether you’re a CEO, sales leader, or entrepreneur, this conversation is packed with real-world advice to drive growth and results.
00:00 – Introduction
John welcomes Linda to the CEO Global Network Podcast.
00:14 – What’s the single most overlooked factor in building a high-performing sales team?
Linda emphasizes hiring the right people—driven, motivated, people-focused, and comfortable with urgency.
01:05 – How do you balance accountability with motivation when coaching sales leaders?
Linda highlights clarity on what success looks like, building trust, and supporting strengths while addressing gaps.
02:26 – What’s the biggest mistake companies make when trying to scale their sales function?
She stresses clear success metrics, pipeline awareness, activity targets, and quickly replacing low performers.
04:04 – How do you get quick buy-in from a sales team resistant to change?
Linda advises engaging the team in problem-solving and decision-making to build ownership and commitment.
05:27 – What role do branding and marketing play in accelerating sales results?
She explains differences between B2C and B2B buying processes and the critical need to understand customer decision-making.
07:23 – What’s the toughest client question you’ve ever been asked—and how did you answer?
Linda recalls being asked for a better price, which signaled she hadn’t fully demonstrated value and ROI.
08:56 – Conclusion
John thanks Linda for her wisdom and insights.
