The Difference Between Managing Reps and Building a System That Scales
Sep 16, 2025
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Scaling sales teams often make the same mistake:
They try to manage behavior instead of building a system.
Endless one-on-ones, activity policing, skills oversight—it all piles up. Leaders get overwhelmed. Reps feel micromanaged. And performance stalls.
The fix isn’t tighter management. It’s a sys...
9 Years, 9 Lessons - Insights from Scaling GTM Teams
Oct 21, 2024
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After 19 years in tech startups and scale-ups, I transitioned into consulting. Over the past 9 years of working with fast-growing companies, I’ve noticed some consistent obstacles that continuously trip up leaders.
If you’re leading a fast-growing startup, scale-up, or even a mid-market company fac...
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