If you were building an airline, would you hire pilots before buying planes?
Sounds ridiculous, right?
And yet—every day—business owners do something eerily similar. They hire talented, experienced salespeople, drop them into the cockpit… and forget to give them the tools, training, or proven process to actually take off.
Let’s be real: even the best pilots can’t fly without an aircraft. In the same way, your top salespeople can’t deliver results without a structured, repeatable system that helps them know what to do, how to do it, and when to do it.
The Book That Shifted My Perspective
I rarely recommend books. But this one came highly recommended to me—and after reading it cover to cover last weekend, I’m adding it to my must-read list for every entrepreneur serious about scaling:
Scale Up Faster by Pete Martin
This book dives deep into what it really takes to build high-performing teams—without losing momentum. And one of the key takeaways? You don’t scale by hiring more people. You scale by creating a system that supports those people.
It’s a wake-up call for any founder who believes they can simply throw sales hires at a revenue problem and expect magic.
Why a Sales Process Isn’t Optional
Here’s the truth:
Without a proven sales process, you’re not building a team—you’re placing bets.
A clear process gives your salespeople direction, accountability, and confidence. It eliminates the guesswork, aligns your messaging, and ensures that every rep—whether a seasoned pro or a new hire—is rowing in the same direction.
When there’s no process:
Sales cycles are inconsistent.
Conversion rates are unpredictable.
Training becomes a nightmare.
Burnout happens fast.
When there is a process:
You scale faster with fewer headaches.
Onboarding is streamlined.
Performance is measurable and improvable.
Your team operates like a well-oiled machine.
Especially Critical for Bootstrapped Companies
If you’re bootstrapping your business, every dollar counts—and so does every decision. You can’t afford to onboard someone and then hope they “figure it out.”
Pete Martin lays out exactly how to build and lead sales teams with intention. Whether you’re hiring your first rep or expanding an existing team, Scale Up Faster is your playbook for doing it right.
Bottom Line: Don’t Set Them Up to Fail
Before you bring on your next salesperson, ask yourself:
Do I have a plane ready for them to fly?
If not, take a step back. Map out your sales journey. Document what’s working. Build the system that will let your team soar.
Only then should you hire the pilot.
Highly recommend this book to anyone looking to scale with confidence, clarity, and real momentum.
Let’s stop winging it. Let’s scale with strategy.
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Grab a copy of “Scale Up Faster” by Pete Martin and let me know your biggest takeaway!
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