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Someone in your network is reviewing a quiet pipeline right now and blaming the rep.
The process was the problem the whole time.
Your sales process was built for the seller.
Every stage designed around what your team needs to know next.
Not what the buyer needs to feel safe enough to say yes.
That's not a sales problem. That's a design problem.
The uncomfortable part for founders is realising the process they built carefully is the thing slowing them down.
You didn't skip the work. You did the work for the wrong person.
Fixing that is structural, not motivational.
Marketing says the leads are good.
Sales says they aren't ready.
That conversation has happened in your business.
Probably last quarter.
And nobody in the room pointed at the actual problem.
Because nobody OWNS what happens in between.
So if you're sitting in those pipeline reviews watching the same argument repeat...
The opportunity isn't picking a side.
It's claiming the space nobody owns.
That's where the next great commercial career gets built.
And the next great company.