🦾 I "Stole" This $418K System From a Top Performer's Notes

Hey Insider,

"Don't tell anyone I showed you this," the top rep whispered, sliding his tattered notebook across the table.

Inside: meticulously documented personal systems. Qualification frameworks. Time blocks. Follow-up sequences. Decision trees.

All created by him. None provided by the company.

I photographed every page before returning it. Within 30 days of implementing his systems, my pipeline jumped 43%. Within 90 days, my commission checks doubled.

My manager thought I'd suddenly developed "natural talent." The truth? I'd simply built my own sales machine.

💥 REALITY CHECK

Average reps rely on company systems. Elite performers build their own:

• 84% of top producers have documented personal frameworks

• Only 12% of average reps have personal systems

• Elite reps make 2.7x more money using self-built systems

• Personal frameworks reduce sales cycles by 31%

(Source: RevHeat Sales Effectiveness Study, 2025)

🎯 THE 5 PERSONAL SYSTEMS EVERY TOP PERFORMER CREATES

Want to control your own success? Build these five systems today:

1. Personal Qualification Framework

   • Average reps: Use company BANT checklist

   • Top performers: Create multi-dimensional qualification matrix

2. Revenue Generation System

   • Average reps: Work the leads they're given

   • Top performers: Build their own lead generation machine

3. Time Optimization Protocol

   • Average reps: React to calendar invites

   • Top performers: Design and defend energy-based time blocks

4. Value Articulation Framework

   • Average reps: Follow company value props

   • Top performers: Create custom value statements for each buyer type

5. Objection Navigation Map

   • Average reps: Handle objections as they arise

   • Top performers: Anticipate and neutralize objections proactively

⚡ SYSTEM SPOTLIGHT: PERSONAL QUALIFICATION FRAMEWORK

Let me share the exact personal qualification system I built that transformed my results.

Most company qualification frameworks are binary (qualified/unqualified) and designed for forecasting, not for YOUR success.

My Personal Qualification Matrix:

How I Use It:

• Score every opportunity (5-25 points)

• 5-12 points: Quick disqualify or nurture

• 13-19 points: Limited time investment

• 20-25 points: Full engagement

After implementing this, I:

• Disqualified 47% of my "opportunities"

• Focused on the top 26%

• Increased close rate from 22% to 37%

• Reduced my sales cycle by 23 days

🎤 MOMENT OF TRUTH

Your company-provided systems are built for average:

• Do you have your own qualification criteria beyond the CRM fields?

• Have you built a personal lead generation system?

• Is your calendar designed around your energy peaks or other people's needs?

• Do you have custom value statements for each buyer persona?

💪 SUCCESS STORY

Jessica was stuck at 85% of quota for three years. After implementing her personal qualification matrix:

Month 1:

• Disqualified 32% of her pipeline

• Prioritized top 41%

• Close rate: +7 percentage points

Month 2:

• Pipeline quality score: 86% (vs. 64%)

• Average deal size: +31%

• Weekly meetings: -14% (more selective)

Month 3:

• Quota: 142%

• Commission: +76%

• Stress level: "Cut in half"

Her manager's response: "Whatever you're doing, keep doing it."

💪 SALES FIT CHALLENGE: BUILD YOUR QUALIFICATION MATRIX

This week's mission:

1. Create Your Personal Qualification Framework

   • Identify 4-5 dimensions most critical to YOUR success

   • Create scoring criteria for each dimension

   • Assign point values and decision thresholds

   • Document in a simple spreadsheet

2. Apply Your Framework

   • Score every opportunity in your current pipeline

   • Make immediate disqualification decisions

   • Reallocate time based on scores

   • Track results daily

3. Refine and Scale

   • Adjust scoring criteria based on results

   • Document patterns in winning deals

   • Share your framework in our Slack channel

BONUS: First 10 people to share their personal qualification framework get my complete Personal Systems Toolkit ($497 value).

⚡ IMPLEMENTATION STEPS

1. Download the [Qualification Matrix Template]

2. Customize dimensions based on YOUR success factors

3. Score your entire pipeline today

4. Make immediate time allocation decisions

5. Measure results after 14 days

Remember: Your company's qualification system is designed for forecasting. Your personal system should be designed for maximizing YOUR time and YOUR commission.

💪 Hit reply: What's one dimension you'll include in your qualification framework that your company overlooks?

🔥 Know a rep drowning in "opportunities" with low close rates? Forward this to help them regain control.

Win the Day!

Ken Lundin