Part 3: Offer, Team, Tech- How I Realign Sales Systems Before I Rebuild Them

If your sales system feels sluggish, you might not need a full rebuild yet.

You might just need alignment.

In Part 2 of this series, we broke down how to diagnose your sales system.

You learned how to:

• Identify leaks across metrics like CPD, show-up rate, and revenue per call

• Layer time + benchmark comparisons to create diagnostic clarity

• Use Root Cause Analysis to trace breakdowns to their origin

• Check your external environment with STEEP to avoid internal over-fixes

What does this give you? Clarity.

Clarity to know what's happening in and outside of your business, and, perhaps more importantly, why.

But diagnosis alone won’t get you growth. Knowing that you have heart palpitations doesn't suddenly make everything better.

Once you see what’s broken—you need to bring the system back into sync.

Misalignment Is the Silent Killer

I’ve seen companies with:

• A decent offer

• Good reps

• Fancy tech stacks

And yet… deals fall through the cracks.Follow-ups don’t happen.Reps pitch one thing, marketing promotes another.

What's the issue here?

It’s not because the pieces are broken.

In fact, each piece looks great.It’s because the pieces aren’t aligned.

Think of a Formula 1 car. All the parts are elite — but if the timing is off by 0.2 seconds, you lose the race.

Can you really expect your closers to have a productive call if marketing frames the offer and call completely differently?

Your job isn’t just to fix individual components.It’s to make sure they work together.

Now that you know what components are giving you trouble, you need to figure out if they need to be completely scrapped or simply corrected.

Step 1: Align the Offer — Clarify Before You Systemize

You can’t align a system if the offer itself is fuzzy.

It's incredible how many businesses I've looked at that don't have a clear idea of what they provide.

At the bare minimum, figure out:

• Who you help

• What you help with

• How you help

From here, dig into the weeds. Can you further clarify your demographic? What specific problems can you solve? What are your unique mechanisms to solve the issue?

Then, dig into the minutiae:

• Is the sales pitch outcome-focused or feature-heavy?

• Are the reps positioning it the same way marketing is?

• Can a new hire describe the offer in 15 seconds?

If the answer is inconsistent — alignment is slipping.

If this component isn't in place, every department, person, and system is fighting against each other.

A clear offer acts like gravity: it pulls every other part into place.

Step 2: Align the Team — Cohesion Over Charisma

This isn’t about hiring rockstars. It’s about syncing the squad.

Let's face it, all closers believe that they're God's gift to humanity. The percentage of those that deliver on that is few and far between.

So if it's more likely you'll hire B-Players, you know you can hedge for that with your offers and systems.

Who will be better in the long haul — the lumberjack savant that can swing a wicked axe or your run-of-the-mill lumberjack who now has a chainsaw?

Ask yourself:

• Are roles and expectations clearly defined?

• Are reps operating from the same frameworks?

• Do they know how to navigate the CRM, follow-up cadence, objection handling?

As LTP says: “Closers that fire together, wire together.”

If reps are all “doing their own thing,” the buyer feels it.

Cohesion builds trust.Alignment builds conversion.

Step 3: Align the Tech — Systems Should Support, Not Save

Your tech should support your people — not become them.

I always ask:

“What is the goal of the CRM? How is that accomplished?”

If you don't even know what you're trying to optimize in your CRM, it's no wonder it's unnecessarily complicated.

Align with the true goal, and work backwards to figure out if your current systems are the best for your offer.

One client came to me with a strange issue:Prospects would have a great first call… then disappear.

They thought it was a sales issue. “Follow up better,” they'd say.

But after auditing their flow, I found the real problem:

• Their CRM had zero automations

• Follow-ups were manual, and thereby not happening

• No reminders, no nurture, no task management

We added basic post-call automations — and suddenly, they stayed top of mind.Prospects re-engaged, remembered the offer, and closed.

Simple sync.Big results.

Now, caveat to that. Some people will say, “The closers should be able to do this regardless of automations.”

I 100% agree — but that doesn't change the fact that it often doesn’t happen.

Like I said before, not everybody is an A-player. But, I do believe it can be cultivated.

Here’s how:

Do you remember in calculus class when the teacher would teach you a convoluted way to solve a problem… only to reveal the next day you could solve it in one click with your calculator?

What was all that work for?

To show you the value of work ethic — and appreciation for systems.

If you simply give closers the “answer” — a hyper-optimized system — they believe it’s the default. That it’s owed to them.

That’s when they become baby bird closers — expecting to be fed at every turn.

Instead, try the calculus approach.

When onboarding, make them earn it. No setters. No follow-up automations. No crutches.

If they adapt and thrive in that — they have A-player potential (or just developed it).

Then, plug them into your systems and watch them fly.

Alignment Before Action

Most founders want to do more.But alignment is about doing less, better.

Because even the best system components fail when they’re fighting against each other.

“People make the systems. The systems don’t make the people.”

Once you can make more with less, than you can amp up volume.

But how can you expect to make the most out of going 100% in if your system is already breaking at 50% capacity?

Don't become a slave to your current processes.

You don’t need to rebuild the whole engine yet.You just need to tune it.

Once the system is aligned, how do you decide what to fix first?

Where is the highest ROI?

What order matters most?

That’s what we’ll tackle in Part 4.

In the next article, we’ll move into the “P” of R.A.P.I.D.™ — Prioritize.

Stay tuned.