If your business grew through referrals, that's something to be proud of. Referrals are a great way to get to your first $1–2 million. The problem is they rarely scale with your sales team. We've worked with companies that were consistently closing business through referrals, but when they hired commission-based sales reps, growth stalled. The founder had the relationships. The new reps didn't. The lead source that built the business couldn't be duplicated by the team. That's why every lead generation system should pass three simple tests: Is it proven? Is it profitable? Is it scalable? Referrals are proven. They're usually profitable. But they're difficult to replicate across an entire sales organization. Do this today: Write down every lead source your business relies on, then ask whether a brand-new sales rep could consistently generate those same opportunities. If the answer is no, you've found a bottleneck that will eventually limit your growth. If you're thinking through ho...