After 35 years in sales leadership, I've come to believe that most sales problems aren't salespeople problems.

Too often, companies start with an ambitious revenue goal and immediately begin hiring salespeople to achieve it. What they don't always do is validate whether the market opportunity, sales process, positioning, pipeline requirements, and organizational structure can realistically support that goal.

When salespeople miss quota, the response is often to hire more people, replace existing people, or increase activity. But in my experience, the problem is frequently the sales model itself.

Throughout my career, I've built teams, launched products, opened new markets, rebuilt underperforming organizations, and sold into companies ranging from growth-stage businesses to Fortune 500 enterprises. Along the way, I've hired and coached more than 100 sales professionals and mentored many more.

The most successful organizations aren't necessarily the ones with the most talented salespeople. They're the ones that create clarity around who they serve, how they create value, and what their sales organization needs to succeed.

That's why I founded Ashley King Advisory.

Through the SCALES Growth Framework™, I help growth-stage companies pressure-test assumptions, identify obstacles to growth, and build sales organizations designed for real-world results.