In this episode, Adam sits down with Johnny Dehler, founder of Scale Simple, to unpack what it really takes to build and scale a sales function for your business. Johnny shares his unconventional path from playing college baseball to living in Germany and Mexico with nothing but $2,000 and a dead phone - and how those character-building moments shaped his entrepreneurial mindset. They dive deep into the power of mentorship, the brutal reality of door-to-door sales, and why understanding your customer avatar through face-to-face conversations beats any digital ad metric. Johnny opens up about a profound business depression that nearly broke him, the lessons learned from scaling a 25-person telecom sales team, and why he believes most entrepreneurs are paralyzed by fear of the unknown. The conversation also covers practical frameworks like SMART goals for employee development, the balance between sales and operations, how to think critically about AI in your business (including Jeff Bezos's one-way vs. two-way door decision framework), and why the best salespeople often make the best leaders. Whether you're a solo founder stuck in the weeds or scaling a growing team, this episode is packed with hard-won insights on sales, systems, and the mindset it takes to keep pushing forward.