Sales Lab · Principles
Long-form. No bullet points. The essays we’d write whether or not we were running a company.
Principle
The performance gap between reps isn't talent. It's the volume of reps the lower performer never logs and never sees coached.
Principle
Every 100ms of model latency the rep notices is a millisecond they spend on the model and not on the buyer. Sub-100ms is not a feature — it's the floor.
Principle
Mastery is the boring opposite of novelty. The rep who runs the same drill twelve times wins the deal the rep who chases the new framework lost.
Principle
The coach who tells the rep what they want to hear is stealing from them. Sales Lab's scorer is built to be unsentimentally honest.