Your KPIs are telling you the truth with Mat Breidenstine

“Your KPIs are telling you the truth with Mat Breidenstine” is a conversation between host Brandon Brinningham and sales operations leader Mat Breidenstine. The episode is grounded in the practical psychology of building and managing a sales team, with a heavy emphasis on process, measurement, and the human traits that separate high performers from those who stall. Breidenstine draws on his experience managing call centers, startups, and off-market real estate teams to explain why KPIs should be seen as training tools, not just scoreboards, and why the best hires are often the greenest ones.

The two qualities that predict success

When asked what separates people who will succeed from those who won’t, Breidenstine gives a direct answer: “not afraid of a challenge and willingness to take action.” He adds, “They’re not scared of it and they’re willing to go after it.” This is not about raw talent or prior experience. It is about a specific psychological posture—someone who will move into uncertainty rather than wait for certainty. Breidenstine explains that in interviews, he looks for this by asking, “If you’re successful in this role, where do you see yourself in six months?” The question is designed to surface whether the candidate has a “why”—a concrete, personal reason to perform. He notes that people with a clear why, such as wanting to buy a home or having a car paymen