Uncovering the Hidden Gaps: How to Spot What’s Really Holding Back Your Sales Team

Too many sales teams are stuck—grinding through call blocks, sitting in trainings, and attending meetings—yet still falling short of their potential. Why? Because the real issues holding them back aren’t always visible on the surface.

In this episode of Sales Momentum, host Howard Wolpoff speaks with Karla Saladino, Managing Partner of Mirador Real Estate.  Karla takes you beyond the numbers and surface-level metrics. Drawing from real coaching scenarios, he reveals how to identify the hidden performance gaps that limit results—and how to address them with strategy, structure, and accountability. From salespeople who can't break through performance ceilings to leaders unsure where to focus their coaching energy, this episode is packed with takeaways that will reshape how you view your team’s growth path.

Whether you're leading a small team or running a national sales force, this episode will help you sharpen your coaching lens, refocus your leadership energy, and start driving the kind of momentum that leads to consistent, measurable wins.

🔑 In This Episode, You’ll Learn:

• Why some sales teams plateau—even when they’re showing up and working hard
• How to spot invisible obstacles that are sabotaging sales success
• The real reason performance improvement plans often fail
• A framework for identifying and filling the right sales gaps
• Why coaching without accountability is just cheerleading
• How to shift from reactive leadership to strategic, data-informed coaching
• The surprising role mindset plays in sales stagnation—and how to turn it around

📌 Ideal for:

Sales leaders • Sales coaches • Small business owners • Sales managers • Revenue operations professionals • Anyone responsible for team performance

🔗 Stay Connected:

💼 Connect with Howard Wolpoff on LinkedIn
🌐 Learn more at HowardWolpoffSWC.com
📩 For coaching inquiries: hwolpoff@southwesternconsulting.com

💼 Connect with Karla Saladino on LinkedIn
🌐 Learn more at MiradorRealEstate.com

We hope you found valuable insights to help you lead smarter, sell better, and build lasting relationships. If you enjoyed today’s conversation, don’t forget to subscribe, rate, and leave a review! Your feedback helps us bring more game-changing content to elevate your sales game.

Stay connected with me on LinkedIn, https://www.linkedin.com/in/howardwolpoff/, and follow for more updates, tips, and exclusive content from the world of sales leadership.

Click https://www.HowardWolpoffSWC.com to address sales coaching.

👉 Have a topic or guest suggestion? We’d love to hear from you — reach out and let us know how we can make the next episode even better!

Keep pushing forward, keep evolving, and keep making those sales! 💥