In an insightful conversation, Justin Jay, CEO of Beautiful Savage Sales Academy, shares his experience and approach to overcoming challenges in B2B tech sales and scaling businesses. Justin’s core mission is to address the broken sales systems by focusing on coaching and development. He emphasizes a framework that moves beyond strategy alone: Tell, Show, Observe, Coach, and Repeat.
The system failure he observed stems from a lack of proper coaching for sales reps, a gap that he aims to fill through his Academy. In this approach, Justin stresses the importance of incremental skill-building, rather than overwhelming reps with too many areas for improvement at once. His framework enables sustainable growth through disciplined coaching and reinforcement of key habits over time.
Addressing Key Issues in Tech Sales
The recurring problems Justin identifies in tech sales include relying too heavily on technology, ignoring data-driven insights, and overlooking the importance of one-on-one coaching. Too many companies assume that adding more tech tools will solve performance issues when, in reality, poor systems and lack of human guidance are the primary obstacles. He argues that time spent with reps, coaching them through their challenges in real time, is what will drive true improvement.
By relentlessly focusing on data, simplifying processes, and executing discipline through coaching, Justin’s sales methodology creates highly effective teams that perform consistently. This hands-on, granular approach makes all the difference in ensuring each individual on the team succeeds in their role.
Coaching at Scale
To scale this model to reach his goal of helping 100,000 people, Justin emphasizes the importance of systems and frameworks. By empowering both individual reps and leaders through training, and enabling them with tools for self-assessment, organizations can build a scalable coaching infrastructure. He also advocates for organizations to treat coaching as a critical investment—just as crucial as sales enablement.
AI’s Role in Sales
Justin sees AI as a tool to streamline non-revenue generating tasks, allowing sales reps to focus more time on activities that drive revenue. AI can reduce time spent on routine tasks like data entry or preparing for meetings, giving reps more bandwidth to focus on high-impact selling activities. However, he firmly believes that AI cannot replace the need for human coaching and intuitive decision-making in sales.
The Future of Sales Development
Ultimately, Justin advocates for a mindset shift within organizations. Companies need to invest in ongoing development for their sales teams, both through personalized coaching and by leveraging AI for efficiency. Organizations that take this proactive approach will not only see higher performance but will also retain top talent longer, as employees feel more supported and empowered.
With these insights, Justin continues to drive his mission of transforming the sales landscape, helping both individuals and organizations excel in the competitive world of tech sales.
