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 is Blocking Clarity?
What are You Assuming Your People Know?
What Shapes "Common Sense"
What Is The Foundation?
Want to Delegate Better? Start with These Six Questions
What Does Your Team See You Do?
Everyone Needs To Understand Who Does What
How Do Your Processes Support Your Brand?
How documented business systems increase your valuation
My great grandmother made the best chocolate cake. It was unlike any other cake I have or will ever taste.