Graviss Marketing
A high-performing OOH sales team is built, not hired, and the building happens through process most operators skip.
A Sales Team That Only Performs With You in the Room Is Not a Sales Team
Jonathan Graviss makes a direct point in this clip: if a sales team only performs when leadership is actively involved in every deal, that is not a sales team, that is a dependency problem. Leadership that operates in a silo misses what actually matters on the front line, because the people closest to the prospect see things a leader working from the top down simply cannot.
That gap is where most sales teams start to break down.
Accountability Built With a Team Beats Accountability Forced on It
The distinction Jonathan draws is between accountability that gets forced from the top, which reads as micromanagement, and accountability built together with the team, which creates real ownership. His approach is to engage the team directly in setting that accountability rather than dictating it from a silo.
Doing it alone means missing what is actually important to the sellers doing the work. Engaging them in the process, by contrast, is not micromanaging, it is giving them a hand in defining what good looks like, which makes them more invested in hitting it.
“A good salesperson is the ability to problem solve. And so when you have the ability to problem solve alongside of them, it gives them the ability to have more of that buy-in.”
Jonathan Graviss, Graviss Marketing
High-Performing OOH Sales Team
The other piece is coaching itself. A good salesperson is fundamentally a problem solver, and every seller solves problems differently.
Jonathan is clear that his own approach to sales is not the template every rep should be forced into. Coaching has to adapt to the individual, giving each seller the chance to work through their own hurdles with support rather than a one size fits all script. Leaders who actually scale a sales organization are not the ones controlling every move their team makes. They are the ones who build a team that can think, adapt, and solve problems without leadership in the room for every decision. That is the real difference between managing a sales team and building a revenue engine that keeps working without you.
You can see how this fits into the bigger picture on our sales systems page. And for broader industry context, the Out of Home Advertising Association of America is a useful resource for operators navigating these same questions.
For a real example of this in practice, see how we helped Local Media Outdoor sharpen their sales process and enablement.