Post by Ali Razzak

Process that worked at 10 people quietly starts failing well before anyone admits it. By the time it's obvious, you've usually already lost a few deals to it. Three signs worth watching for: Reps build their own workarounds. If your team has invented unofficial spreadsheets, side trackers, or personal systems to manage their own pipeline, your official process has already lost their trust; they just haven't told you. Handoffs require a Slack message to actually happen. If "marketing qualified lead" routing to sales, or "closed-won" routing to onboarding, depends on someone remembering to ping a person rather than the system doing it automatically, the process is held together by individual effort, not design. Forecast accuracy is dropping while activity is rising. More calls, more deals logged, more "movement," but the forecast is getting less reliable, not more. That's usually a sign that the data going in no longer means what it used to. None of these requires a system overhaul to notice. They just require you to actually ask your team where they've quietly stopped trusting the process. #Leadership #ExecutiveLeadership #BusinessStrategy #DecisionMaking #OperationalExcellence #FounderPerspective