Should a dental team try to improve a sales system before mastering it? No, and this is a common trap. Teams excited about improving the ethical selling system want to tweak it within weeks of installation. The result is almost always worse performance. Athletes do not change technique without a coach because unsupervised changes degrade results. The same applies to selling systems. Until the team can execute the existing system at a high level, every change introduces variation that masks whether the change helped or hurt. Master the system as written. Track metrics for at least six months. Then, with measurable [...]

Should a dental team try to improve a sales system before mastering it? No, and this is a common trap. Teams excited about improving the ethical selling system want to tweak it within weeks of installation. The result is almost always worse performance. Athletes do not change technique without a coach because unsupervised changes degrade results. The same applies to selling systems. Until the team can execute the existing system at a high level, every change introduces variation that masks whether the change helped or hurt. Master the system as written. Track metrics for at least six months. Then, with measurable [...]

Should a dental team try to improve a sales system before mastering it? No, and this is a common trap. Teams excited about improving the ethical selling system want to tweak it within weeks of installation. The result is almost always worse performance. Athletes do not change technique without a coach because unsupervised changes degrade results. The same applies to selling systems. Until the team can execute the existing system at a high level, every change introduces variation that masks whether the change helped or hurt. Master the system as written. Track metrics for at least six months. Then, with measurable [...]