Understanding Sales Leadership with Aaron Zizzo
Chuck Thokey
Co-Founder of TOP REP America’s top rated Home Services Sales and Leadership Training
Most sales managers turn their phone off at 5pm. The best ones take calls at 10:45pm when their top rep needs guidance. Here’s why that matters:
Your sales team’s biggest breakthroughs rarely happen during office hours:
I learned this firsthand during a recent masterclass with Aaron Zizzo. While other managers guard their evenings, Aaron takes late-night calls from reps wrestling with tough deals.
Not because he has to, but because he knows something most leaders miss: real trust is built in these unscripted moments.
“If you’re not prepared to have an hour-long conversation starting at 9:45 at night with a sales rep,” Aaron says, “go find another job.”
Let’s dive into why this mindset transforms average teams into consistent closers:
The Manager’s Mindset Shift
Your team’s success starts with your attitude, not theirs.
When Aaron first became a sales manager, he didn’t want the job. But he discovered something critical: sales teams thrive when their leader genuinely invests in their growth.
Example 1: One of Aaron’s reps jumped from $700K to $1.3M in annual sales. Instead of rushing through the celebration, Aaron let him take 20 minutes to share his excitement.
Example 2: When a rep struggles, Aaron doesn’t wait for quarterly reviews. He picks up the phone immediately – even at 10:45 PM.
Example 3: After team meetings, Aaron stays in his office. He knows the real conversations often happen in these informal moments.
By showing up for these moments – big and small – Aaron earns the right to set high expectations that his team actually wants to meet.
Setting Clear Expectations
Transparency eliminates the guesswork that kills morale.
Aaron sets specific metrics: 40% close rate, $5,000 net sale per lead presented, and 95% Rilla usage. Every rep knows exactly what success looks like.
Numbers tell the story, but it’s Aaron’s consistent follow-through that turns these metrics from stress points into stepping stones.
Building Trust Through Actions
Trust comes from consistent behavior, not empty promises.
Aaron skips the motivational speeches. Instead, he:
His philosophy? “What does that have to do with giving the best presentation I can?” It cuts through excuses and refocuses on what matters.
This trust-first approach does more than fix today’s problems – it creates an environment where your team actively pursues tomorrow’s opportunities.
Creating a Culture of Growth
The best managers create an environment where success becomes inevitable.
Instead of forcing change, Aaron makes improvement attractive.
His team shares recorded sales calls because they want to learn from each other, not because they have to. When you treat your team like professionals who want to succeed, they start acting like it.
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A culture of natural improvement sounds great, but Aaron’s team backs it up with something even better: consistent results.
The Results That Matter
One powerful example says it all: Aaron’s team has a 75% first-call close rate. The rest comes from follow-ups – because they’ve built real relationships with customers.
Want to implement this approach? Start by asking yourself one question: “How am I proving to my team that I care about their success?”
Watch what happens when you lead with genuine interest in your people’s growth. Your team will start closing more deals naturally.
When you stop managing metrics and start developing people, those same metrics have a funny way of managing themselves.
Want the Full Masterclass?
If you found these insights valuable, you’re going to love the complete 60-minute session with Aaron Zizzo.
In the full recording, you’ll hear about:
Plus, you’ll hear the full story behind his game-changing question: “What does that have to do with giving your best presentation?” Aaron shares exactly how he went from reluctant manager to leading three of the most successful locations in his market.
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