Sales Leadership

Why Your Sales Org Is Built Backwards (And How to Fix It in 90 Days)

October 13, 20251 min read

Just diagnosed a $35M company missing their number by $8M. CEO wanted more training. Board wanted more hires.


They were wrong.


Here's what was really killing their revenue (and probably yours):


Their CRM stages tracked what reps DID, not what buyers THOUGHT. Pipeline built on seller fantasy, not buyer reality.


Their managers got promoted for selling ability, not leadership. 1:1s were box checking, not coaching.


Their two-week onboarding dumped info and hoped it stuck. (HubSpot: less than 10% gets implemented after 90 days.)


Their comp plan rewarded wrong behaviors. Managers prioritized their own deals over developing teams.


So they had quarterly scrambles for replacement revenue. Six-month new hire gambles. Performance management headaches.


They were managing chaos, not building an organization.


But we fixed it with systems, not training.


My new video breaks down exactly how I'd build a sales org from scratch in 2025. The actual playbook that took this company from missing by $8M to being on track to blow out their number in 90 days.


Not about more people or training. About systems that make success inevitable.

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