The frameworks behind every engagement
The following frameworks are what I've found work best to help businesses between $2M and $20M run better and unlock sustainable growth.
What are you trying to fix?
Pick the problem in front of you. The frameworks that answer it light up.
Show all
I don’t know what’s actually broken
Revenue is flat
My reps aren’t hitting quota
I’m about to hire a sales rep
Training and marketing aren’t moving the number
I’m keeping someone I shouldn’t
I’m still the best closer
Diagnostic
Webinar + checklist
Sustainable Scale Framework
Sustainable growth doesn’t come from working harder. It comes from removing the one constraint that’s holding everything else back.
Sales team, marketing and systems, scored in about 20 questions.
Open the framework →
broken
flat
quota
Hiring
Sales Roster Engineering
Sales Rep Hierarchy
Farmers and hunters aren't interchangeable. Most owners find out the hard way.
The framework I walk through with every client before we ever post a job.
Open the framework →
quota
hire
closer
Cost model
Sales Roster Engineering
Revenue Drag
The compounding cost of the wrong people occupying productive sales seats.
Salary against missed quota, marketing spend the rep fails to convert, and the revenue the seat should have produced.
Open the framework →
keep
training
quota
Core concept
Sales Roster Engineering
Talent Ceiling
Your Talent Ceiling is the number your training budget will never move.
The maximum revenue a business can produce given its current roster.
Open the framework →
training
flat
Diagnostic
From the book
Bottleneck Matrix
Which bottleneck is typical at your revenue plateau, and which one is coming next?
Find the root cause of your revenue plateau.
Open the framework →
broken
flat
closer
Management
From the book
Responsibility + Authority Framework
Who have you given responsibility to, but not authority to do what’s necessary to get results?
They must be in equal parts. Otherwise most employees end up in purgatory.
Open the framework →
broken
quota
keep
Classics, the way a $2M to $20M owner should use them
The following frameworks are some of my favorites to use in any business that others have created.
Book, Chapter 1
Theory of Constraints
Eli Goldratt, The Goal
Book, Chapter 2
Blue Ocean Strategy
W. Chan Kim and Renée Mauborgne
Book, Chapter 3
Zero Based Thinking
Popularized by Brian Tracy; Josh learned it from Dave Greeley
Book, Chapter 3
Kaizen
Toyota, continuous improvement
Book, Chapter 4
Message, Market, Media
Dan Kennedy
Book, Chapter 8
Results Only Work Environment
Best Buy, Ressler and Thompson
Book, Chapters 1 and 10
The E-Myth
Michael Gerber
Book, Chapter 11
Parkinson’s Law
C. Northcote Parkinson
Book, Chapter 13
The 5 Whys
Toyota Motor Corp.
Frameworks tell you where to look.
The MRI tells you what’s there.
Every framework on this page comes back to the same question: are the right people in your sales seats? The Sales Team MRI answers it in one session, using the assessment I’ve run on 10,000+ candidates over 18 years. You’ll see who your real top performers are, what separates them, and the exact profile to hire against next. Application based, free for $2M to $20M businesses.
