---
title: Automation Does Not Replace Humans Says Stephen M. Lowisz
description: Master the T3 Framework—Tactics, Talent, Tech—to make every sale with entrepreneur Stephen M. Lowisz on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/tsw-custom/share/share-stephen-lowisz.jpg
---

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[Get The Daily](https://thesaleswhisperer.com/daily)

 Dec 24, 2019

# Automation Does Not Replace Humans Says Stephen M. Lowisz

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Master The 3 T's to Make Every Sale

 

***[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)***

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## [Hiring Tips](https://thesaleswhisperer.com/) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- The T3 Framework: Tactics. Talent. Tech.
- Worked on helping Fortune 500 companies get their acts together
- Use analytics to get the right people on board to grow
- Foosball and bean bag chairs are not investments in your people
- Automation does not replace humans
- Typical KPIs in businesses are reactive 
    - Measuring for the sake of measuring
    - You're hiring wrong, so these measurements won't help
    - It's too late by the time you recognize the mistake
- How to balance the measurement of effort vs. results

[![Join the new Inner Circle](https://no-cache.hubspot.com/cta/default/443614/interactive-121509080418.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIWMH%2Ba58BGGQd21AaTT1wf%2BaRQkOhZrv5NB1ZFhrHXT5bN5LRj62OrlHD%2FEzwcffF2Yyjy5bE24Y4n9GiBA87mlf6oFxplrc52kaICzdAykfqxXr%2BGOI%2FLBJbm1fZK7763jmRz%2BunU9LwSDeyzOqfeYW87nYjcd7tlur4%2BDYZlVIeHE6FnTYcmxcVf8WaCtbhreDg2f2zW520EvavBww%3D%3D&webInteractiveContentId=121509080418&portalId=443614)

- Should you use [sales scripts](https://thesaleswhisperer.com/blog/how-to-master-cold-calling)?
- Audit. Document. Repair.
- Systems. Data. Metrics.
- Is your [sales team coachable](https://thesaleswhisperer.com/daily)?
- Are you a bad sales manager?
- Went from 7% to 62% close rate via coaching with the sales manager
- Focus on frameworks vs. scripts vs. prompts
- You have to give your salespeople the room to fail as they evolve and grow in a new role
- People buy when you connect with them
- Prospects have a strong B.S. radar
- What's the impact you can make?
- Past sales performance is no guarantee of future sales results
- Great salespeople can sell their way into a job
- Myers-Briggs
- Behavior. Needs. Drivers.
- Use analytics to stack the hiring odds in your favor

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- Visit his home on the web at [Qualigence](https://qualigence.com/)
- Leverage [John Pyke's abilities to hire the best salespeople](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting)

[![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLICpaJHd8ND5OZMhNB1%2FXqOiIT%2FtPZnPO8%2Bx8wU1itob5DTuoTwJBZZIHRFVIgto1LgwCt0tsblr%2FCl8nQTQUTO64F63QsGwbpSXs1P25%2BGYgwTlvY5ZgIEQBJbMrTeQ8cCPcNSFUPzhKTTmyUEwiABKDfMJRmzy8b%2FSTd3U0xDN7Fxj6Vn89Bo3k0v0vDeQdQ07k0vOaZYBId%2BNBcyasxg&webInteractiveContentId=184500196010&portalId=443614)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![](https://thesaleswhisperer.com/hs-fs/hubfs/Blog-files/365%20Ways%20To%20Double%20Sales%2010%20wes_schaeffer_the_sales_whisperer.jpg?height=200&name=365%20Ways%20To%20Double%20Sales%2010%20wes_schaeffer_the_sales_whisperer.jpg)](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-11)

[Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training)

## [365 Ways To Double Your Sales - 11](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-11)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Mar 12, 2018

Once your prospect agrees to invite you to his place of work the real work begins. At that point...

[Read more](https://thesaleswhisperer.com/blog/365-ways-to-double-your-sales-11)

[![Take Your Sales Culture Beyond the Sales Team, Alex Moyle — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-7876662.jpg?height=200&name=pexels-7876662.jpg)](https://thesaleswhisperer.com/blog/alex-moyle)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Take Your Sales Culture Beyond the Sales Team, Alex Moyle](https://thesaleswhisperer.com/blog/alex-moyle)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Nov 15, 2018

How to remove the silos in your company to grow sales Click here to download the episode.

[Read more](https://thesaleswhisperer.com/blog/alex-moyle)

[![Harvest More Sales Revenue With Sales Management Expert Nigel Green | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/nigel_green_sales_podcast_576.png?height=200&name=nigel_green_sales_podcast_576.png)](https://thesaleswhisperer.com/blog/nigel-green)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Harvest More Sales Revenue With Sales Management Expert Nigel Green](https://thesaleswhisperer.com/blog/nigel-green)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Mar 16, 2020

"Time in" dilutes "awareness of." Click here to download the episode.

[Read more](https://thesaleswhisperer.com/blog/nigel-green)

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