Are your B-Players burning your best leads?

I found a $3M leak and no one saw it coming!

Let me tell you a story.

Back when I led Enablement at a global company, I noticed something odd: our top-performing reps were struggling to hit quota, while mid-level reps were mysteriously booking tons of meetings.

Turns out, SDRs were hand-picking which AEs got the good leads - bypassing the automated system.

The result?

• 🥇 Our best closers weren’t getting enough at-bats

• 🤷‍♂️ Less experienced reps were burning through high-quality leads

I did the math: $3 million in potential revenue was at risk, just from under-the-radar lead distribution.

I fixed it. Fast. And this became one of the most powerful examples of what strategic Enablement really means.

If this sounds familiar or even a little scary - you’ll find more stories like it in my book "The Multiplier", the second book in the Project Moneyball series. 

And if you’d like me to bring this kind of thinking to your team, let’s talk about a live session.