In this episode of Ninestone: Stacked to Scale, Alex Polamero (Chief Growth Officer, Ninestone Partners) and Dr. Tom Tonkin (CEO, Ninestone Partners) sat down with Steve Wallace, the founder of Wallace Business Consulting, to uncover what it really takes to build a scalable sales team. Steve starts with a key insight: don't hire a sales rep until you've nailed your own sales process. Too many business owners expect new hires to create systems that don't exist, and Steve explains why that approach sets teams up for failure.

Drawing on his experience in insurance and sales leadership, Steve shares how studying what didn't work shaped his proven sales framework. He dives into aligning sales strategies with personality types, mastering cold calling, and transforming rejection into trust-building opportunities that generate referrals.

The conversation also explores accountability, clear goal-setting, and why ambiguous KPIs often do more harm than good. Whether you're a founder or entrepreneur, this episode offers practical steps to refine your process and scale with confidence.

Topics Include:

• Why Process Precedes People in Effective Sales Scaling
• How to Adapt Your Sales Methods to Your Personality Type
• The Role of Trust and Accountability in Long-Term Client Relationships
• The Danger of Ambiguous KPIs and How to Set Meaningful, Motivating Goals
• Why Governance and Mentorship Matter More Than Early Hires

Connect with Steve and Wallace Business Consulting

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Email: [email protected]

Connect with Ninestone Partners:

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Produced By: Social Chameleon