From Data Chaos to Clarity: A conversation on AI, sales culture, and leadership with Tony Barnes | Ep. 3

What do you do when your top sales reps are relationally gifted—but leave a mess behind in your CRM? That’s the tension Tony Barnes is facing. As Head of Sales Operations at 5.11 Tactical, Tony’s trying to drive AI innovation and improve sales forecasting accuracy—but without direct authority over the reps whose data he relies on. In this real-time coaching conversation, we talk through: Why bad data is rarely a software problem—it’s a leadership one_ How to inspire behavior change when you’re not “the boss” The right way to introduce AI tools like Copilot and ChatGPT What great sales leaders can learn from inventory managers (and vice versa) If you’re trying to lead across silos, improve adoption, or just bring clarity to a chaotic process, this episode will help you lead with confidence and clarity—while staying rooted in what really matters. Resource: Learn more about 5.11 Tactical: https://www.511tactical.com/ Book a free 15-minute chat with Zach: https://calendly.com/surthrival/chat-with-zach Apply to be coached on the podcast: https://smallbizsurthrival.com/podcast Subscribe on YouTube: https://youtube.com/@smallbizsurthrival Subscribe to the Podcast: https://smallbizsurthrival.com/podcast