@russellruffino: A sales director is an expensive way to find out what happened on a call three weeks ago. What replaced the role is at the link in my bio. A sales director gives you a summary. Summaries are somebody's memory of a call, filtered through what they noticed and what they would rather not repeat. So a rep slips in week one and it reaches you in week three, wrapped in a story. What replaced the role. Every call gets read and graded against the same short list, before the team starts on Monday. Coaching comes off the call itself, so nobody argues about what was said. The rep sees the same standard you do, in writing, every week. Patterns show up in days. One rep skipping the money conversation is a coaching note. Three reps skipping it is a process problem and it belongs to me. The number is owned by the people closest to it, with nothing sitting in between. You do not need to fire anybody to start this. Pull two calls per rep at random this week, read them against five lines, and watch how different your next sales meeting is. What replaced the role is at the link in my bio. #salesteam #coachingbusiness #founders #scalingup #highticketsales #businessowner #womeninbusiness

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