You drive the number of new client meetings and so someone gives you duff meetings.

You drive the prospecting or client facing time so you end up with fudged conversation logs.

You drive the conversion of leads so you get excuses and wasted sales time on poor prospects who have plenty of spare time to waste with your people.

Sadly, no system can replace someone who gets it, someone you have taught the whole picture to and who understands how it really is. Training true apprentices is hard enough, and even then, it’s only when they sign up to what the firm stands for that you have your winner.

People that can’t or won’t sign up to your cause will continually try and break your system like the velociraptors that keep testing the electric fence in Jurassic Park.

Don’t believe this management rubbish about perfecting your systems. You don’t win by building a better electric fence, you win through having a team that understands and is fully signed up to the rules and fences of your firm.

You treat the cause, you don’t treat the effect.

Those that you can’t sign up to your principles? You don’t invest in better systems, you just get rid of them.