Matt RyderEx-special ops sniper turned CEO revolutionizing sales calls

How to manage your sales reps that never stop working ($40M/year CEO)

26 Sept 2026 · 1 min

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In this segment, Matt Ryder discusses how to handle sales reps who want to exceed traditional call limits. He acknowledges that after a certain number of calls per day, efficiency drops, and suggests a pragmatic approach: set a higher target (e.g., 9 calls instead of 5), then test it to see if the extra call translates into additional revenue without sacrificing hourly earnings. Ryder emphasizes making top performers feel valued and in demand, using an aggressive sales‑management system where the number‑one rep is kept busy with a new prospect every hour. He frames his role as a coach who must keep his twelve‑person team winning, balancing rep happiness with disciplined, data‑driven scheduling.

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How would you counter the argument that some of my sales reps have that it's like, I really wish I could take more than 5 calls per day? I've even won a few reps over from other companies where the company would limit them to like 40 active hours on call per week, and then they wanted to do like 60 or 70. They're still working out, but like after they take so many calls per day, the efficiency greatly diminishes. How do you reconcile those 2?
Salespeople have to touch the iron to know it's hot. If you want to take 12, let's take 9 and then like, let's test that because like if you can make one more sale per day but work a little bit less, your hourly rate goes up because like top performers do top performer things. The best you can do is make them happy, make them want to stay because they're in demand everywhere they go. And then I have a really aggressive sales management system where it's like, if you're number 1, you're full and you're speaking to someone every hour. And my job as like a sales manager is like I'm the coach of the team. I have my 12 people and I've got to win.