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Consistency doesn’t come from motivation or talent alone. It comes from a repeatable, teachable process. In this talk, G.A. Bartick argues that while customers and situations are inherently variable, a sound process lets leaders absorb that variability and still arrive at a predictable result. His 3×5 card demonstration makes the point: with the right process, the right tools, and deliberate…

Predictability is a leadership choice. G.A. Bartick teaches that while customers and situations vary, a well-defined process absorbs variability and produces reliable outcomes. His 3×5 card demonstration shows the pattern: the right steps, the right tools, and enough practice to “execute the fundamentals under pressure.” For decision-makers, this FAQ clarifies why process outruns raw talent, how tools fit, and how…

Sales teams often mistake busyness for progress. In this short talk, G.A. Bartick argues that most reps start their day at the bottom of the funnel—pushing late-stage deals over the line—and then stay there. The result is predictable: short-term spikes followed by droughts. Top performers behave differently. After handling imminent closes, they immediately move “above the funnel” into activities that…