Alright, let’s talk GTM.

Quick one today. No frameworks. No finger-pointing theater. Just a hard truth most teams avoid after a bad quarter.

Let’s get into it.

Let me guess.

You missed your number. Again. Now comes the ritual. Find the scapegoat.

One rep. One manager. One “underperformer.”

Tell yourself, “If they’d just been better, we’d be fine.” If that helps you sleep after a bad quarter, congrats. It’s still BS.

One person didn’t sink your number.

But those are harder to fix. So you do the easy thing. You fire someone. Franken-comp the plan. Promise the board “better execution.” Then you show up to the next board meeting and watch the same movie again.

Miss. Blame. Replace. Repeat.

You don’t have a people problem. You have a deeper one you’re avoiding.

But keep hunting scapegoats if you want.

That’s it for today. Connect with me on Linkedin if you actually want to understand what an Autonomous Organization looks like in the real world.