#363: How to Get Out of the Sales Seat — Ollie Tuffney's Blueprint for Building a Sales Machine

**SHOW NOTES** In this episode, Ollie and I discussed: - Why founder-led sales eventually becomes the ceiling on your growth, how the "founder advantage" makes it unfair to expect your salespeople to sell like you do, and the path to getting off the hamster wheel. - The five-pillar operating system Sales Velocity uses to build scalable sales machines—positioning, process, people, performance, and planning—and how to find the key constraint holding your team back. - And practical tactics you can implement right away: how to attract, assess, and onboard sales talent without falling for the "black book" myth, why public dashboards tracking percentage of time gone versus target achieved create ownership and urgency, and how to structure your weekly accountability and coaching meetings. Whether you're the owner still carrying your company's sales on your own back or you're looking to build a repeatable sales engine, you're going to love this conversation. So settle in and enjoy my conversation with Ollie Tuffney. Let's get started! To get transcripts, resources of what was mentioned in the show, and more visit the podcast page on our website at onefirefly.com/au363