# If Your Process Only Works Because of Great People, You Don't Have a Process

Page: https://stenobird.com/podcast/go-to-masters-show-6426488/if-your-process-only-works-because-of-great-people-you-don-t-have-a-process
Text version: https://stenobird.com/podcast/go-to-masters-show-6426488/if-your-process-only-works-because-of-great-people-you-don-t-have-a-process.md
Podcast: [Go To Masters Show](https://stenobird.com/podcast/go-to-masters-show-6426488)
Published: 2026-05-16T15:18:35+00:00
Episode link: https://go-to-masters-show.transistor.fm/episodes/if-your-process-only-works-because-of-great-people-you-dont-have-a-process
Audio file: https://media.transistor.fm/2cd0f601/021c45d5.mp3
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Duration seconds: 3116

## Resource

Scott Johnson is Head of Revenue Operations at Zeitview , a visual AI company serving renewable energy and infrastructure operators at scale. He started his career carrying a bag at Black and Decker, and his CRO once introduced him to a sales team as "a guy that's carried a bag." In this episode, he breaks down why he builds individualized pipeline targets at the rep level instead of applying a blanket 3X coverage ratio, why he hires great people to extract their ideas into the process rather than to depend on them, and how he got to 95% forecast accuracy by combining transactional run-rate data with new business pipeline in Salesforce.

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## Transcript

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