#130 - Kristen McGarr • Your Systems Are Costing You Sales

In this episode of Referrals Done Right, Scott sits down with Kristen McGarr, founder of Adroit Insights, to break down why so many small businesses struggle with sales systems, CRM adoption, and sustainable growth. Kristen shares her experience as a fractional Chief Revenue Officer and explains how aligning marketing, sales, operations, and finance is the key to driving consistent revenue. She challenges the common belief that simply adding tools or hiring more people will solve growth problems, emphasizing instead the importance of clarity, process, and intentional structure.

Throughout the conversation, Kristen highlights how many businesses are unknowingly working against themselves due to disconnected systems and inconsistent sales processes. She walks through how to simplify technology, create repeatable workflows, and build accountability without micromanaging. The episode also dives into follow up strategies, relationship building in a digital world, and how to turn existing customers into a reliable source of referrals. This is a practical and eye opening conversation for anyone looking to clean up their systems and create predictable growth.

You Will Learn:
• Why most CRM systems fail without a clear and consistent sales process
• The difference between growth and scaling and why it matters for your business
• How to simplify your tech stack so it actually supports your team
• Why consistent follow up is the key to closing more deals and standing out
• How to leverage relationships and existing customers to generate more referrals

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Episode Markers:
(0:00) - Show Start & Introduction
(1:20) - What is a Fraction CRO?
(3:55) - Who is Adroit Built For?
(5:45) - Sales Growth Misconceptions
(7:50) - Simplifying Technology
(9:25) - Refining Sales Processes
(11:30) - 30 Day Roadmap
(16:00) - Helping People Hire
(17:30) - Accountability
(20:05) - Never Trust Your Memory
(21:00) - Fortune in the Follow Up
(23:15) - Communication Methods
(27:00) - Personalizing Messages
(30:25) - Show Your Warts
(31:30) - Optimizing Referrals
(35:40) - Process or People?

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Kristen McGarr's Links:
Website - https://adroitinsights.com
YouTube - youtube.com/@adroitinsights
Linkedin - linkedin.com/in/kristendivineymcgarr
Facebook - facebook.com/adroitinsights

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Scott Grates' Links:
Referrals Done Right - https://www.referralsdoneright.org
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Scott Grates Website - https://www.scottgrates.com
Love Living Local  - https://www.instagram.com/lovelivinglocal315
Scott's FB - https://www.facebook.com/scott.grates.1
Scott's - https://www.instagram.com/scottgrates
TikTok - https://www.tiktok.com/@scott.grates