Better People or Better Systems?
August 28, 2025
What actually needs to get better?
We Didn’t Need Better Salespeople—We Needed a Better Follow-Up System
The biggest myth in sales? That follow-up should be casual.
I watched too many salespeople reach out only when it was easy, convenient, or comfortable.
And it showed. The pipeline was full—but conversions were flat.
We implemented an 8-touch system that flipped the script. Every contact had a reason:
→ Either give information, or get it.
It gave the team structure without handcuffs; they stopped “checking in” and started advancing the deal.
Appointments went up. Quality went up. Confidence went up.
It wasn’t about personality—it was about process.
If your sales team is good but inconsistent, don’t hire louder reps. Build a system that helps them follow through.
What I Learned from Raising a Quarterback
Don't let sales be a gamble.
Does it feel like you're constantly stretching?
What I have learned again and again
What we can Learn from Fast Food
What are You Assuming Your People Know?
What Shapes "Common Sense"
What is Blocking Clarity?
What Is The Foundation?
Want to Delegate Better? Start with These Six Questions