Vague targeting slows down your sales team. Many owners tell reps to “go sell to homeowners.” But that’s not a strategy—it’s a guessing game. The fastest sales teams are clear about who they’re actually targeting. I worked with a roofing company that initially told reps to knock any door in a neighborhood. After looking at their data, we realized something important. Almost 80% of their revenue came from mid-value homes—properties roughly between $500K and $1M. Once we clarified that as the focus, everything changed. Reps knew which neighborhoods to prioritize. Managers could train with more precision. New hires ramped faster because they weren’t guessing. Your Ideal Customer Profile (ICP) isn’t just a marketing concept. It’s a training tool for your sales team. Do this today: look at your last 20 closed deals and ask one question—what do your best customers actually have in common? Then make that your starting point for where reps focus their time. We go deeper on buildin...