☕️ The Secret Sauce To Better Sales: What if it’s not about working harder?

Hey 👋,

It’s tempting to ask: how do we get more out of the team?

But lately, we’ve been wondering if that’s the wrong question.
What if the real question is: are we giving ourselves the tools we need to grow?

It’s easy to say yes to more rentals, more sales, more demand — but if we haven’t stopped to ask whether the backend can keep up, we might be setting ourselves up to stall.

Sometimes, we’re overwhelmed by things we can’t control:

• A mechanic sends out a piece of equipment that’s borderline — not because they wanted to, but because the yard is full.

• A driver delivers equipment three hours late to a site, knowing the route was tight from the start — and now they’re the face of the delay.

• A counter rep hesitates before answering, already expecting a frustrated follow-up about a delivery they couldn’t control.

• A sales rep holds back from chasing new accounts — not because they’ve lost their edge, but because they’ve been managing expectations instead of building momentum.

These are all examples Elliott Vigil, a sales expert in the industry, mentioned in one of his posts.

With old processes, overbooked drivers, the same counter, and the same service setup as five years ago — just under more pressure — it’s hard to outperform.

We wonder why it feels like we’re always playing catch-up. But maybe it’s just time for a reminder:
Pause and ask — what’s actually holding us back? Not in theory. In the day-to-day.

So here’s what we’re asking ourselves — and maybe you are too:

• What can we change now to help things flow better this season?

• What can wait, but still needs fixing before fall?

• And what needs to be better before the 2026 season starts?

Let’s not push harder. Let’s build better.

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