Grit and Growth Mindset: How to Build a Sales Team

On a recent episode of the Some Goodness podcast, we had a chance to talk with Larry Sweeney, SVP of Global Enterprise Sales at Nerdio. His experience building high-performance teams in the tech world has given him a practical perspective on leadership and growth. Here are a few takeaways from our conversation.

Belief Drives Success

Everything starts with belief—both in the mission and in the people behind it. Larry shared a story about Roger Bannister breaking the four-minute mile in 1954. Before that, experts said it couldn’t be done. But after Bannister broke the record, another runner did it just 30 days later.

“Belief is powerful,” he said. “When a team believes in their mission and their ability to succeed, they accomplish more than they thought possible.”

As a leader, he focuses on building that belief within his teams. It starts with honest conversations about the company, the market, and how everyone’s contributions tie into the bigger picture. Once people believe, they’re ready to tackle the challenges ahead.

Learning Through Mistakes

Mistakes are seen as opportunities to learn. Larry’s “sales gym” approach ensures his team debriefs after calls or meetings: What went well? What could have gone better? How can adjustments be made for next time?

He shared an analogy of a movie set where mistakes are simply “miss-takes.” Directors don’t dwell on what went wrong; they work together to get the next take right. This method creates a culture of constant improvement without fear of failure.

Creating a Predictable Rhythm

Establishing a cadence for the team helps create structure and clarity. Using a 12-week structure, Larry maps out activities and keeps everyone aligned. Each week has a specific focus, from closing deals carried over from the last quarter to pipeline reviews and deal planning.

“It’s about creating a rhythm that people can rely on,” he explained. “When the process is clear, everyone can focus on execution rather than scrambling.”

This rhythm not only keeps the team organized but also provides a sense of calm and purpose—essential in high-pressure sales environments.

The Power of Grit and Hustle

Stories of perseverance and determination brought to life what it takes to succeed in sales. One time, a tricky customer sent a last-minute meeting invite at midnight, hoping it wouldn’t be attended. Instead, Larry drove through the night, showed up for the meeting, and ultimately closed a million-dollar deal.

“Grit is about pushing through challenges,” he said. “Hustle is about seizing opportunities when they come your way. Together, they make all the difference.”

Sticking with it even when things get tough, and finding a way to make it work no matter the circumstances, defines his approach.

A Culture of Fun and Trust

“Sales can be intense,” he admitted, “but it doesn’t have to be joyless.” Humor and fun help break tension and build stronger connections within his team.

He also emphasized the importance of coaching in private. Feedback on deals can happen publicly to help the whole team learn, but more sensitive conversations should be one-on-one. This builds trust and ensures people feel supported rather than criticized.

“When people enjoy their work environment, they perform better. It’s that simple,” he said.

Stop Reporting and Start Creating

Simply reporting bad news isn’t enough. “If the numbers aren’t where they need to be, it’s time to get creative,” he explained.

In one example, his team was far behind their goal for the quarter. Instead of giving up, they brainstormed solutions and came up with a new strategy. The result? A significant eight-figure deal that closed the gap.

“There’s always a way,” he said. “It might require thinking differently, but it’s out there.”

Key Lessons for Leaders

This conversation offered valuable lessons for anyone leading a team:

1. Build belief – Help your team see the mission and their role in it clearly.

2. Learn from mistakes – Treat every misstep as an opportunity to improve.

3. Set a cadence – Create a predictable rhythm for activities and goals.

4. Embrace grit and hustle – Push through challenges and seize opportunities.

5. Make work enjoyable – Build a culture where people feel comfortable and motivated.

6. Focus on solutions – Don’t just report problems; find ways to solve them.