What if the biggest barrier to sales growth isn’t your product or your pitch — but your people? In this episode, globally recognized sales strategist Morné Smit shares how he helps companies unlock 30% to 130% year-over-year growth by aligning talent, process, and proposition. From diagnosing flatlining pipelines to scaling without bloated sales teams, Morné reveals the sales leadership moves that drive sustainable results.

About Morné Smit Morné Smit is the CEO of Emerse Sales and a globally recognized, award-winning sales expert who’s helped hundreds of growth-minded companies transform their sales results — often achieving 30% to 130% year-over-year growth. A trusted advisor to founders and leadership teams across 65+ industries and four continents, Morné brings real-world experience building scalable sales functions, coaching elite performers, and diagnosing the root causes of flatlining pipelines.

Episode Highlight “  Charisma doesn't scale. Rhythm does. Structure does. So what we're looking for is a sales manager, a sales leader who can really encourage repeatable behavior in the business." – Morné Smit.

Actionable Insights

• Diagnose before investing: Identify whether the real issue is talent, process, or proposition before pouring resources into sales fixes. [01:47]
• Hire for pattern recognition and self-awareness: Elite salespeople see buying behavior patterns, understand their impact on the sale, and lead with service over hustle. [03:42]
• Measure inputs, not just outputs: In remote sales teams, track behaviors, engagement, and energy levels to predict long-term success. [11:37]
• Leverage sales support roles: Free top salespeople from low-payoff activities to unlock massive ROI without adding headcount. [14:59]

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More About Morné Smit

Check out Emerse Sales Connect with Morné on LinkedIn.

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