Are you in the 83%?

83% of the founders I speak with think they're wasting money on sales.
Most of them are right.
But almost none of them know why.

Here's why, and 5 ways to fix it.

First, the pattern:
- They blame the salesperson.
- The market.
- The economy.

Rarely do they look at the sales system or the fact that there isn't one.

- No playbook.
- No pipeline definition.
- No documented onboarding.
- No coaching.
- No KPIs that move the needle.

You hand a new salesperson a list of leads and say 'go get 'em'.
Then wonder why they can't replicate what you do.

Of course they can't.
You never wrote it down.

Here are five things every founder and CEO needs to build before adding more salespeople:

1. A Sales Playbook: scripts, objections, email templates, competitor responses. All in one place.

2. Action-based pipeline stages: Deals move because the prospect DID something, not because the salesperson thinks they will.

3. A structured 2-week onboarding plan so every new hire knows exactly what to do from day one.

4. 15 minutes of sales training every single day. No exceptions.

5. KPIs that move the needle: Calls to qualified meetings, meetings to proposals, proposals to closes. Track those three and nothing else.

Build those five things and you'll stop wasting money.

More importantly, you'll start seeing results.