Robert Hartline

Robert Hartline – Strategies for Sales Success, Building Habits, and Entrepreneurial Growth

Robert Hartline is the Founder and CEO of CallProof, a company that helps B2B sales teams manage their customers using a sales activity reporting system. He has been a member of EO (Entrepreneurs’ Organization) since 2016. He is also a Professional EOS Implementer for EOS Worldwide, where he shares his experience using the EOS (Entrepreneurial Operating System) to scale a business from $10 million to $100 million within three years. Before CallProof and EOS Worldwide, Robert was the Founder of Absolute Wireless, a wireless retailer with 78 retail locations, which he sold in 2020.

Here's a Glimpse of What You'll Learn

[6:11] How Robert Hartline began selling cellphones out of his car in 1994 before opening his first dealership
[7:59] The challenges of hiring and managing salespeople
[12:42] What is the #1 trait of an effective salesperson?
[18:41] Robert opens up about the loneliness of entrepreneurship and the importance of finding peer support through EO
[23:18] The value of peer-to-peer learning in EO
[26:22] Robert’s decision to cut sugar out of his diet and eat healthier
[33:41] Robert reflects on his legacy and the three lives of personal growth

In This Episode

Entrepreneurs often find themselves stuck when their natural sales talent doesn’t easily transfer to the people they hire. Training new salespeople can be frustrating, and many business owners discover their team doesn’t share the same drive or willingness to face rejection. How can leaders build effective sales teams and overcome growth hurdles without burning out?

Sales strategy and software development entrepreneur Robert Hartline started selling cell phones out of his car before growing into franchises, but struggled when his new hires couldn’t match his intensity. He discovered that face-to-face communication is the most powerful sales tool and that tenacity matters more than talent. During hardships, Robert leans on peer learning in EO to overcome the loneliness and stress of entrepreneurship.

In this episode of The Decision, Eric Jackson talks with Robert Hartline, Founder and CEO of CallProof, about building sales teams and leading as an entrepreneur. Robert discusses his legacy and personal growth, why door-to-door sales remain effective, and how AI can prepare salespeople on how to respond to rejection.

Quotable Moments:

“You should know within one day whether that salesperson is worth doing a sales call.”
“Face-to-face communication is where it’s at, better than any other sales strategy that exists.”
“The number one trait of a good salesperson is tenacity, the willingness to face rejection.”
“You can get higher in your food supply by chewing 30 times before you swallow.”
“The big bad boss that we’re trying to kill on level one is just our egos.”

Action Steps:

Test salespeople on day one: Give new hires small challenges to prove they can talk to strangers. This prevents wasted time and resources on those unwilling to face rejection.
Prioritize face-to-face communication: Walking into businesses and connecting directly with prospects is still the most effective sales strategy. It builds trust faster and creates opportunities that digital outreach often misses.
Use AI role-play for rejection training: Practicing sales conversations with AI helps build resilience without damaging your brand. Over time, this thickens sales reps’ skin and boosts their confidence in the field.
Rely on peer-to-peer learning: Sharing experiences with fellow entrepreneurs provides practical solutions and helps combat the loneliness of leadership. Borrowing and adapting proven ideas accelerates growth without reinventing the wheel.
Build habits that fuel energy: Cutting out sugar, exercising daily, and practicing mindful eating improve health, focus, and performance. Strong habits give entrepreneurs the stamina to handle payroll stress and other tough decisions.