Wes SpencerCo-Founder, Empath · Co-Founder of Empath | Recovering Cybersecurity Guy| Keynote Speaker | 2020 Cyber Educator of the Year | Building the MSP Workforce Operating System

Sales Isn’t Your Bottleneck—People Are

2 May 2025 · 1 min

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In this YouTube monologue, Wes Spencer argues that a company’s growth cannot be achieved merely by improving operational maturity; instead, it must be driven by building a robust sales engine. He admits his own lack of sales expertise, emphasizing the need for humility and a willingness to learn from scratch. Spencer identifies the true limiting factor as the people within the organization—their skills, capacity, and ability to execute—rather than the sales process itself. This realization sparked the concept behind his product, Empath, which is positioned as a solution to the people‑centric bottleneck that hampers scaling.

Chapters

You can't grow through operational maturity. You have to grow through— start growth through sales. So we had to build out a sales engine, be very humble. I had to go, I don't know any of this crap, right? I had to start from a position of not knowing anything and let's make this happen. Sales was never our bottleneck. It was our people were our bottlenecks. So that's actually what gave rise to the first kind of inclination in my head of what Empath ends up becoming. Was it was always our people that, that would either be a lack of, or the, the abilities of our people became the bottleneck.