Sales and Marketing Alignment Isn't About Processes. It's About People

What a Sales Function That Actually Scales Looks Like Fixing a sales function isn't about adding more activity. It's about creating clarity. In part 1, we looked at why inconsistent sales performance is usually a structure problem rather than just a people problem. In part 2, we got specific, the ICP that nobody's written down, the pipeline that exists but doesn't function, the roles that have blurred over time, the targets that were never grounded in reality. All of that is

Where Sales Functions Actually Go Wrong (And How to Spot It Early) In part 1 of this series, we explored why most businesses might not have a sales problem, it could be a structure problem. The pipeline is inconsistent, growth feels harder than it should, and the instinct is to look at the people involved rather than the environment they're operating in. But knowing the issue is only half the picture. The more useful question is: where, specifically, does it break down? And h