So what was the moment you actually realized the biggest revenue problem wasn't lead generations or sales training? It was the lack of structure and the business case.

Yeah, that's a great question.

And I probably saw hints of it throughout my career.

The big thing that leaders have to know out there is that if there's a problem in the business, Jocko Willink said this so well in his book, Extreme Ownership.

If there's a problem in the business, it's the leader's fault.

And we can get so caught up in doing things the way we did them yesterday and continuing to do that today because we did it yesterday and tomorrow.

it's like having blinders on and we miss out and seeing things peripheral.

Black and blue.