In this episode of Psyche of Sales, Johnny sits down with Scott Gibson, CEO of Pragma, to discuss his experience transforming a business that, historically, had struggled to hit its targets into a high-performing team.

Scott shares candid insights into the challenges, strategies, and mindset shifts that led to this remarkable turnaround.

They discuss:

• Rebuilding from Within: Scott’s decision to focus on developing his existing team and refining processes rather than making personnel changes and how this choice shaped the outcome.

• Tools for Success: How Scott and his team at Pragma utilised EnableIQ, alongside consulting support, as part of a multi-faceted approach to drive performance.

• Lessons in Leadership: Scott’s perspective on leadership, trust, and the importance of investing in people to achieve long-term success.

About the hosts:

Follow Scott Gibson on LinkedIn

Follow Johnny Lee on LinkedIn

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

Scott Gibson is the CEO of Pragma, a leading enterprise asset management organisation based in South Africa. He is a seasoned leader with over two decades of experience in engineering and asset management. Renowned for his ability to transform underperforming teams, Scott focuses on developing people and processes to drive success, achieve operational excellence, and foster long-term growth.

In this thought-provoking episode, Johnny and Prash challenge the idea of “box ticking” in sales team learning and development. They dive into how sales professionals and leaders alike can (and should) stop going through the motions and, instead, make intentional choices that lead to real progress. They explore the importance of spending just 30 minutes a week on high-value tasks and, for leaders, why carving out time with your team is essential. Johnny and Prash share actionable insights on how to find a way to develop your skills that works for you, turn your time into a genuine shift towards success and optimise your routine not just for work, but for your wider lifestyle.

They discuss:

• The difference between simply ticking boxes and creating a genuine shift in your sales practice.
• How spending just 30 minutes a week on focused, valuable tasks can make a significant difference.
• As a leader, why dedicating 30 to 60 minutes with your team is critical to driving performance.
• The importance of purposeful choice - you should want it, not just go through the motions.
• The value of avoiding “habitual” behaviours or doing without intention.
• Feedback and action versus reflection and procrastination.

About the hosts:

Follow Johnny Lee on LinkedIn

Follow Prashant Iyer on LinkedIn

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

Prash Iyer is a seasoned leader with deep expertise in Superannuation, Wealth Management, and Human Resources. With a strong focus on leadership coaching and education, Prash has dedicated his career to developing and empowering leaders to drive strategic growth and create real business value. His experience in delivering customer-centric solutions is complemented by his passion for mentoring high-performing teams and fostering a culture of continuous learning.

In a world where conditions are constantly changing, mastering your craft and pursuing excellence can feel like an Olympic feat. In this episode, Prash and Johnny draw inspiration from the dedication and discipline of Olympic athletes to explore what it takes to truly excel. They discuss the mental roadblocks that often hold people back, practical ways to tackle them and the critical role strong leadership plays in creating a culture of ongoing growth and betterment.

They cover:

• Mastering your craft: What holds people back and how to overcome it
• The crucial role leaders play in fostering a culture of coaching and growth
• Player coaches - the importance of leaders reflecting and practising their own skills

About the hosts:

Follow Johnny Lee on LinkedIn

Follow Prashant Iyer on LinkedIn

Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.

Prash Iyer is a seasoned leader with deep expertise in Superannuation, Wealth Management, and Human Resources. With a strong focus on leadership coaching and education, Prash has dedicated his career to developing and empowering leaders to drive strategic growth and create real business value. His experience in delivering customer-centric solutions is complemented by his passion for mentoring high-performing teams and fostering a culture of continuous learning.