Some sales leaders believe that each salesperson should have their own way of doing things, relying on personal style, intuition, and unique approaches. While this may sound like an empowering or flexible strategy, in reality, it’s a deeply flawed approach that leads to inconsistency, inefficiency, and unpredictable results.
This belief is rooted in the same misconception that sales is an “art” rather than a “science.” Just as people once thought lightning was an act of the gods before understanding atmospheric science, many assume that sales success comes down to individual talent rather than a structured, repeatable process. However, winning in sales isn’t magic—it’s the result of applying tested, measurable systems that can be refined and optimized over time.
The only aspect of sales that allows for individual style is oration and communication—how a salesperson delivers the message. A great salesperson can bring personality and authenticity to their pitch, but the underlying process of prospecting, discovery, qualification, and closing should be standardized and continuously refined based on data.
Sales isn’t a free-for-all where each rep invents their own playbook. It’s a science-driven discipline that requires structure, repeatability, and optimization. Letting every salesperson do their own thing creates chaos, kills scalability, and prevents the organization from systematically improving. The best sales teams don’t rely on talent alone—they operate like high-performance machines, refining their approach based on data, not gut feelings.
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