3P's Podcast E08: Sales Leadership That Scales: Building High-Performance Sales Teams

In this episode of The 3P’s Podcast, Zeus Fire and Security CEO, Scott R. Elkins, sits down with Chris McGurk, Vice President of National Sales, to talk about what it takes to build scalable, high-performing sales teams in today’s evolving fire and security industry. Chris leads Zeus’ national accounts division, helping protect over $15 billion in commercial assets. Together, Scott and Chris share lessons from nearly two decades of working side by side — from the early days at UAS to building Zeus into a nationwide platform of trusted life-safety providers. Key takeaways from this episode: How data, technology, and Salesforce have revolutionized sales leadership Why leading indicators matter more than lagging metrics The shift from selling on price to selling on value How Zeus uses technology to empower local teams and scale smarter The evolution of the fire and security industry — from loss prevention to operational intelligence Whether you’re a business owner, sales leader, or industry professional, this episode offers practical insights on growth, leadership, and the future of life safety. - Links: Website: https://zeusfireandsecurity.com/ LinkedIn: https://www.linkedin.com/company/zeus-fire-and-security/ Learn more about ZeusAI: www.zeusfireandsecurity.com/zeusai   About Zeus Fire and Security Zeus Fire and Security was established in 2022 to build a national network of fire protection and security providers recognized for execution excellence across a variety of service lines and end markets. Zeus addresses customers’ fire protection and security needs through a broad array of services from mission critical fire system installation, testing, and inspection to physical security system installation and video monitoring. Zeus was established with the purpose of partnering with industry-leading fire and security operators who are seeking a collaborative growth partner dedicated to inspiring and accelerating the long-term growth of business and team members. Zeus operates Alert Alarm and Security Resources Pacific of Hawaii, SMG Security of Illinois, national-account provider UAS, Independent Alarm of New Jersey, PASS Fire and Security of Missouri, Martin Systems of Wisconsin, Bayside Fire and Security and Absolute Security Group of Maryland, and Gallaher of Tennessee. For more information, please visit https://www.zeusfireandsecurity.com.  - First published: October 29, 2025 This podcast episode is not sponsored. All views and opinions expressed are our own.