In this episode of Revenue Insights, Adam Roberts sits down with Daryl Weldon, Vice President of Sales at Verisys, to explore what it takes to build high-performing sales teams in today’s rapidly evolving landscape. With a unique background transitioning from clinical physical therapy to pharmaceutical sales and eventually tech sales leadership, Daryl brings over two decades of healthcare and sales expertise to the conversation. As a three-time VP of Sales, she has established herself as an authority in building and leading high-performing sales teams while maintaining a focus on improving patient care through healthcare technology.

She shares how her consultative skills from her clinical background shaped her sales leadership style, why separating meeting types creates more effective team management, and how to balance KPIs with team empowerment. Daryl also examines why risk mitigation has become as important as ROI in modern sales conversations, and how leaders can prepare their teams for AI integration while keeping a human-centered culture intact.

From creating trust-based teams in remote environments to developing autonomous, motivated sales reps who consistently perform, Daryl offers practical strategies for leaders navigating the complexity of modern sales. Her approach to leadership, emphasizing trust-building, clear communication frameworks, and consistent coaching, makes this episode particularly valuable for sales leaders looking to adapt their management style for today’s evolving business landscape.

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[07:05] The Path-Clearing Leadership Philosophy
Daryl shares her transformative approach to sales leadership focused on removing obstacles and empowering team autonomy. Rather than micromanaging, effective leaders create clear guardrails and then allow their teams to operate independently within them. Ther approach stems from understanding that sales professionals need space to develop their own creative solutions while having consistent coaching support. Leaders should focus on eliminating friction points that slow down their teams rather than controlling every move. This method builds confidence and enables sales teams to achieve better results through supported independence.

[10:22] Building High-Performance Teams Through Clear Structure
Sales leadership requires balancing KPIs and team development through structured processes and clear expectations. Daryl emphasizes starting with crystal-clear KPIs but then working backwards collaboratively to map out how to achieve them. Regular feedback loops through separate, focused meetings (deal reviews vs one-on-ones) maintain clarity and progress. This systematic approach combines accountability with empowerment by giving teams ownership over execution while maintaining clear guidance. The result is high performance without sacrificing team engagement and development.

[14:10] Leading with Trust and Support Over Pure Metrics
Modern sales leadership must focus on measuring leading indicators beyond just bookings - including pipeline coverage, activity quality, and deal velocity. Creating a supportive team culture where members can lean on each other prevents burnout while maintaining high performance. Leaders should celebrate small wins and efforts while building trust through transparency and peer support. This balanced approach prevents sacrificing long-term team health for short-term gains. The focus on both metrics and culture creates sustainable high performance.

[20:50] Adapting Leadership for the AI Era
Sales leaders must prepare for fundamental changes in how teams operate with AI integration. There's a shift from focusing purely on ROI to emphasizing risk mitigation in customer conversations. Modern leaders need to develop new coaching approaches for teams using AI-enhanced tools and capabilities. Success requires creating cross-functional alignment across marketing, sales, and customer success teams. This unified approach helps organizations adapt to rapid technological change while maintaining effectiveness.