In this episode of Training That Works, Rustin Schroeder talks with Connor Gallo about the mindset, habits, and coaching systems that turn average sellers into consistent performers. Connor reveals why most reps fail under pressure, how leaders unintentionally set their teams up to lose, and the specific training shift that completely changed his results. He opens a loop most leaders never consider… what if the reason your team isn’t executing has nothing to do with talent and everything to do with what you’re not practicing?

Connor pulls back the curtain on situational selling, scenario training, and the teach… observe… coach loop that sales teams rarely execute correctly. He explains why practice should feel harder than the live call, how great leaders show their reps what “good” actually sounds like, and why art and science must work together if you expect repeatable performance. You’ll hear how he builds teams that can respond instantly under pressure, why tiny daily improvements beat big “event-style” trainings every time, and how discipline from his college football career shaped the coach he is today.

This conversation is packed with real, in-the-trenches insights for business leaders who want a team that is prepared, confident, and impossible to rattle. Connor shares how to create a culture where feedback is normal, vulnerability accelerates growth, and every rep knows exactly how to react the moment it matters most. If you want training that actually sticks, this episode will change how you lead.

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