Sales Systems and Processes: How Do Yours Mitigate Forecast Discounting, and What is Causing Your ‘Hollow’ Pipeline?

Last Updated on December 16, 2025 by Rocky

AI Summary: Your sales systems and processes may not be the real problem. This post argues that talent acquisition, retention, and coaching capability drive revenue success far more than perfect processes—using Lane Kiffin’s talent-first approach at LSU as proof. The key hierarchy: secure exceptional talent first, develop strong coaching second, then optimize systems third.

Self-Assessment: Critical Metrics

Score yourself on a scale of 1-5 using the Critical Metrics image below.

Target Score: 80+

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Let’s Start with the Basics

First, let’s identify the difference between systems and processes – because they’re not the same thing, and that matters.

A process is a set of steps to achieve a pre-determined and repeatable desired outcome.

A system is a series of processes that depend on each other and are aligned in a specific order to achieve a purpose.

FYI: Your systems and processes likely need some focus, but here’s the thing – they may not be the real problem causing your lack of revenue and sales frustration.

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The Lane Kiffin Moment

I watched Lane Kiffin’s introductory press conference as LSU’s newly appointed Head Coach (December 1, 2025). Forty-five minutes is a lot to digest, so here’s what stood out.

A reporter asked something like: “How do you expect your experience with non-traditional offensive and defensive schemes, and your coaching systems and processes with the new college football landscape—including NIL, transfer portals, and player commitments competition—to bring a National Championship to LSU?”

Lane’s answer was beautifully simple:

“It doesn’t matter what systems and processes you have in place if you don’t have the coaches and players to execute.”

Think about that for a second.

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What’s Actually Causing Your Revenue and Sales Frustration

Here’s what happened next: The same day Lane arrived at LSU, he went to the home of the NUMBER 1 High School-to-College recruit in the country and got him signed.

Not building systems. Not optimizing processes.

Identifying and securing exceptional talent.

That’s the priority. That’s what matters first.

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The Real Hierarchy

If your organization is struggling with revenue and sales team frustration, consider where the real work needs to happen:

1. Talent identification, attraction, onboarding, and retention (The Foundation)
2. Sales manager coaching capability and execution (The Fuel)
3. Systems and processes (The Framework)

Without excellence at levels 1 and 2, optimizing level 3 is like polishing a car with a flat tire.

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Your Bonus Question

What are you doing to identify, attract, onboard, and keep the best sales staff in the country?

Rate yourself: 1-5

Anyone want to share their score in the comments? Probably not. But if you want to share with me and are willing to go through a bit of discomfort to fix it — let’s talk.