Julius Forster argues that SOPs become outdated the moment you write them because top performers develop better tactics that stay in their heads. He proposes an AI system that ingests daily sales calls, emails, and Slack messages to automatically rewrite your playbooks each night, keeping them current without manual work.
Your SOPs are pretty much wrong the moment you write them. Once a process changes, once a solution to something has been found, the documents are outdated and obsolete. The problem here is nobody ever goes back and updates them, right? Um, and the reason for that is not because your employees or whoever is responsible for that are lazy. No, it's because so many things change so quickly, especially today with AI. So let's just look at like your sales playbook and the answer to the question "too expensive." You've wrote that down, like the perfect objection handling, like 3 months ago. The thing is, your top closer might have found an answer, a way to kind of talk to even better handle that objection, like 3 months later, maybe a few weeks ago, that closes twice as often. Now the problem is that process now lives in this person's head, right? It's not documented because they take one call after another. They don't think about telling anyone, oh, this worked really well, I've tried that on a couple of calls, that works really fucking well. They don't think about that, obviously. Why would they? They are taking calls. That is the thing they, they, that they should do. Now what we need, and what is totally possible with AI and with automation, is a living version that rebuilds itself automatically, either every month or even every day. What we've set up is It rebuilds itself every day. And with rebuild, I don't mean fundamentally that suddenly overnight your entire documentation becomes AI slop. No, I mean a custom AI that writes exactly like your company, that throughout the day collects information and at night looks at it and based on that updates the documentation. That is pretty much it. Every night, all the data, all the data that was collected, every single sales call that happened, every email that was sent, every Slack message, everything. Is basically processed by the AI. And this AI looks at the documentation and looks at, is there anything that should be updated here? Is there anything that consistently performs better that should be updated? That it then goes in and says, we need to update those two things, right? Goes in, those get updated the next morning. Documentation is up to date. That's pretty much it, and it works really well. Trust me, it works really well. It's— we, we all always have updated documentation, same for our clients. Works really well.
