Diagnose Before You Scale. Q&A | Ep 943
episodePreviously titled “Diagnose Before You Scale. Q&A | Ep 1001” — renamed by the publisher on Aug 2, 2026
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What are the foundational principles for building a successful sales team?
If you want to have a consistent world-class sales team, the process has to always go above the player. No one is above the process. And I do think that 95, maybe 98% of sales teams have no idea how sales training, how sales culture, any of this stuff works. They just hire a bunch of people, see who closes deals, fire the rest. And so then you just have a bunch of mercenaries who work for you. But there is no culture, there is no team, and it's every man for himself. And that is what creates this volatility in sales. And some guy says something and he closes a deal and the other guy's like, I'm gonna try that now. And there's no consistency across the board. And that also gets you in trouble long term because they start promising things and making deals that you can't cash.
Hey, Alex. What's up?
How can a sales team create a consistent sales culture?
My name is Francis Aguilo. I am a real estate wholesaler. Okay. We're currently averaging about $450,000 a month in revenue. I would like to be at a million.
That's your spread? That's what you're making? Or that's like house volume?
That's gross.
Okay. So what's your spread on that? What's your pay come on that?
So we're at 40%. So right around 250, 240. Interesting.
weird that's high what kind of what are you wholesaling all right so here's the um He's heard of brothels. So imagine a brothel, but now it's all midgets. Okay, keep going. You're good.
Okay, but here's the challenge we run into. So we're currently at 450 average, yeah? We've had 700k months this year already. The challenge is every time we get to those numbers and I try to, hey, you know what? It's time to ramp up. For some reason, we tend to tank to, you know, 200, 250. Okay. I'm sick. I... I have cause to believe it's the sales team and just, you know, they have those power months where everyone, you know, takes home 20, 30 grand. And then the month after it's like.
Are they pure commission or is it split?
So there is a base salary. Okay.
What's the split between commission and base?
So they're at 42 base per annum and then 10% of the assignment fees.
You have an ops issue, which is sales ops. And so this is going to be much more weedy in terms of tactics to answer this question. But there's probably like 20 things that you need to be doing, and you're probably doing like 13 of them.
What challenges do businesses face when scaling their sales efforts?
And the other seven are going to be the thing that make the difference in creating the consistency of the team. That's at the service level. At the deep root of this is who's the leader of the sales team? I do have a sales manager. Okay, so he or she is the problem because like sales at the end of the day is a culture game. Well, everything's a culture game, but like sales, you can feel it so quickly when things are good or not good because the performance, the feedback clips are so fast. But for whatever reason, you do not have a culture of consistency within your team. I would wager that script adherence is low. because you have such variability in close rates, unless there's a change in lead quality, which would be something else.
But are the leads the same? Like this month is last month.
Yes.
Yeah. So it's a sales discipline issue, which then comes down to the training cadence, the scripting, um, how people are being managed on a daily basis and weekly basis in terms of their career goals, how like you're doing morning meat. Like it's, it's, this is all sales ops. I could like just start talking about sales, but like, this is a pure sales ops issue. And so at the, like there's, there's a two step, like I would approach this in two steps. Step one is we should do all the stuff that we are not currently doing or we should be doing. Everyone should be reading the same script. If they're not reading the script, why are you on this team? Right. Uh, we need to have training that's every day to make sure that they are saying things the right way.
We need to make sure that everyone memorized the script. Some of you guys might've seen the YouTube video I put out like two days ago about this, but like they have to breathe the script. If they were not saying the script word for word, you cannot be on this team.
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Chapters
8 chapters
1
What are the foundational principles for building a successful sales team?
0:02–0:51
2
How can a sales team create a consistent sales culture?
0:51–2:38
3
What challenges do businesses face when scaling their sales efforts?
2:38–5:24
4
How does sales compensation impact team performance?
5:24–8:17
5
What is the importance of training and adherence to sales scripts?
8:17–11:03
6
How can businesses improve their customer acquisition strategies?
11:03–14:29
7
What role does leadership play in developing a sales team?
14:29–18:42
8
How can businesses effectively transition from inbound to outbound sales?
18:42–39:24