Raise the Middle: Coaching the 68% to Better Sales Performance

In this episode of to Founders, Future, with host Zach Young, Zach talks with Lynn Hidy, founder of Up Your Telesales, about three decades in inside sales and the pivot from corporate leader to solopreneural coach. Lynn walks through how she builds buyer-focused telesales teams, why inside-sales leaders need modern playbooks (not one-size-fits-all scripts), and how she blends practical coaching with targeted processes to lift the middle 68% of performers and create consistent quota-hitting teams.They also dig into the future of telesales — where AI helps speed research and improve personalization (but won’t replace human selling), why channel fit matters (yes, even cow-bed sellers use phone-first outreach), and Lynn’s plans for mastermind groups and her new book Mastering Inside Sales Leadership: Your Get-It-Done Guide (out January 8, 2026). Listeners get tactical takeaways on coaching rhythms, using AI as a tool for smarter outreach, and building inside-sales systems that scale without turning leaders into full-time managers.🌐 Connect with Lynn HidyLinkedIn: https://www.linkedin.com/in/lynnhidy/Instagram: https://www.instagram.com/dorianlynnhidy/Website: https://upyourtelesales.com