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Inside Sales in the AI Era | Lynn Hidy on Leadership and Performance – Lynn Hidy, founder of UpYourTeleSales, LLC.

Is inside sales broken? Or are we leading it the wrong way?

In this episode of Sales Lead Dog, Chris sits down with Lynn Hidy, founder of UpYourTeleSales, LLC, and author of Mastering Inside Sales Leadership, to unpack what is really happening inside modern sales teams.

Lynn explains why inside sales leadership has not evolved fast enough, why many teams consistently miss quota, and why most companies still fail to properly train and support their salespeople.

The conversation covers the shift from product talk to problem talk, why listening is the most overlooked skill in sales, and how AI is changing the pace of sales execution faster than most leaders realize.

You will also hear practical strategies leaders can use immediately, including how to diagnose performance issues using the “can’t, won’t, don’t know how” framework, and why assisted intelligence should increase value instead of replacing human connection.

If you lead an inside sales team, manage quota-carrying reps, or want to improve sales performance in a fast changing environment, this episode offers practical and timely insight.

🔍 What You’ll Learn in This Episode

• Why inside sales leadership needs to adapt
• The real reason many sales teams miss quota
• Why phone prospecting still works
• How generational shifts impact sales communication
• Why companies fail to train salespeople properly
• The difference between product talk and problem talk
• How to improve listening skills across your team
• The “can’t, won’t, don’t know how” performance framework
• How AI should be used as assisted intelligence in sales
• Why emotional resistance blocks buying decisions

🔗 Connect with Lynn Hidy: LinkedIn

🎧 About Sales Lead Dog

Sales Lead Dog features leaders, founders, and sales experts sharing practical insights on leadership, growth, and building stronger sales organizations.

Find all episodes here:

Sales Podcast – Sales Lead Dog

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💬 Comment below: What is the biggest challenge your inside sales team is facing right now?

Inside Sales Leadership:
“Inside sales isn’t broken. It’s being led with outdated assumptions.”

Quota Performance:
“Teams don’t miss quota by accident. They miss it because the system around them isn’t built to support success.”

Training Gaps:
“You can’t expect elite performance from reps you’ve barely equipped.”

Product Talk vs Problem Talk:
“Customers don’t care how your product works until they’re clear on how their problem works.”

Listening as a Skill:
“Listening isn’t passive. It’s the most strategic move a salesperson can make.”

Performance Diagnosis:
“Before you coach harder, ask whether the issue is can’t, won’t, or don’t know how.”

Coaching Frameworks:
“Great leaders diagnose before they prescribe.”

Phone Prospecting:
“The phone still works. What doesn’t work is calling without relevance.”