Building Your Sales Engine is a Sandler Podcast hosted by Mark McGraw, a top 1% Sandler Trainer and David H. Sandler award winner. Each episode unpacks the mindsets, habits, and techniques behind real-world sales success giving salespeople and managers a proven, repeatable system they can use to win.
The Movable Middle: How to Elevate Your 60% w/ Kelly Ross
June 11, 2026
“If we as managers tolerate that bottom 20% too long, we’ve given permission for the middle to be okay being okay.” Move the movable middle: Mark McGraw + Kelly Ross unpack the 20/60/20 rule and the sales coaching playbook that lifts the 60% in the center of every team.
Ready to level up your sales results?
If you’re looking to equip your team with a repeatable, reliable sales system that actually fits how they sell we should talk. Sales Engine runs high-impact coaching and training programs built to help teams:
- Qualify faster
- Close more consistently
- Get real accountability at every level
If you’re interested in what this could look like for your team, let’s have a quick call.
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