Why won't my team just follow the process I built?
You built a process. You tested it, maybe even sold with it yourself. Now you watch your team skip steps, shortcut the discovery call, wing the close. You call this a training problem. It is not. A process survives contact with your team the way a plan survives contact with battle — rarely intact. If three people run it three different ways, the process was never finished. You stopped one step too soon, satisfied with a document instead of a habit. This is not solved by better slides or more reminders. It is solved by what you and your team do together, this week, on real calls, with real deals. Choose to be in the room, not in the deck.
A process no one runs is not finished — it is still a draft. Your job is not to design it once and walk away. Choose three calls to sit in on this week, watch what actually happens, and fix what you see, together with the team.
What changes unlock by starting
- You see exactly where the process breaks, not where you assume it breaks.
- Your team starts to own the process because they helped fix it, not because you handed it down.
- Fewer steps, more consistency — people actually run what is simple.
- You stop mistaking a finished document for a working habit.