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Your Reps Aren’t the Problem, Your Sales Process Is
The hidden inefficiencies costing you revenue every quarter.
Let’s get one thing straight:
It’s probably not your reps who are killing the close rate.
Before you start rewriting comp plans or adding more pressure, take a harder look at the process they’re running through, because if the runway’s broken, even the best jets won’t take off.
Too many sales orgs are duct-taping their pipeline together. Bloated tech stacks. No defined handoff between marketing and sales. Reps chasing leads that should’ve never made it past demo. Forecasts built on hope instead of math.
And then you wonder why the numbers aren’t moving.
Elite sales teams run tight, repeatable systems. They don’t reinvent the wheel every quarter, they refine the machine. The problem? Most managers are so busy putting out fires, they never stop to audit the system causing them in the first place.
Here’s your wake-up call.
Time to Clean House – 5 Action Steps
Map the Current Sales Process – Whiteboard it from lead to close. You’ll spot gaps immediately.
Audit Each Stage - What are the exact conversion rates between stages? If you don’t know, start there.
Simplify the Tech Stack - Remove tools that create more noise than value.
Install a Qualification Filter - Stop your reps from wasting time on unqualified leads.
Schedule a Weekly Process Review - Systematize the optimization. Keep it lean and evolving.
The sales machine isn’t something you “set and forget.” Want to grow? Then build a system that scales.
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