Business Is Messy: February 2026
Sales Culture, Succession Planning & Accountability Challenges
Episode 261 of Out of the Hourglass
Growing a successful business means navigating inevitable messes. In the latest episode of Out of the Hourglass, Brian Nolan and Colin Nolan revive the “Business is Messy” series to tackle three critical challenges they’re seeing with clients right now. This bi-monthly series brings practical strategies from the coaching trenches that you can apply immediately.
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Mess #1: Transforming Sales Culture from Transactional to Relationship-Focused
The challenge many trades business owners face isn’t just getting salespeople to prospect, it’s reorienting them from chasing immediate sales to building long-term relationships. Brian compares this shift to the famous Marshmallow Test: can your sales team delay gratification for bigger future rewards?
“It’s the difficulty of trying to reorient salespeople from a focus of ‘I need a sale today‘ to ‘I need to build relationships that will pay off over time,‘” Colin explains. “That’s really hard to do, especially during slow months like January and February.”
Brian and Colin recommend creating structural systems like dedicating specific days exclusively for business development, establishing accountability through metrics that track relationship-building (not just closed deals), and sometimes bringing in fresh team members who can establish the culture from day one. Brian emphasizes the importance of clarity: “When you hire a new sales rep, be very clear about what the job expectations are and that this is what we do here-this is our culture.”
Mess #2: Navigating Family Business Succession Before Crisis Hits
Family businesses face unique complexities: blurred roles, sibling rivalry, communication gaps between generations, and the emotional weight of legacy. Brian and Colin dig into why succession planning often becomes a crisis instead of a smooth transition.
Brian’s most powerful insight? You need to start succession planning 10 years before you want to exit.
“The person who’s in charge needs to have a conversation with themselves about what their second mountain is going to be,” Brian explains. “What am I going to do when I’m not doing this every day? That’s often the biggest obstacle to succession, not finding who takes over, but finding what you’re going to do next.”
Their advice: begin with family meetings focused on shared values, include spouses in key discussions, create written agreements addressing ownership and succession conditions, and help the leading generation identify their next purpose beyond the business. Don’t wait for tension to force these conversations. Intentional, early planning prevents devastating messes.
Mess #3: Building Real Accountability (Not Just Policies)
When Brian asks clients about accountability problems, he hears about equipment left running, unmaintained vehicles, and incomplete customer follow-ups. But these are symptoms and the root cause runs deeper.
“Accountability is what people do when no one’s looking,” Brian defines it. “It’s doing the right thing when no one’s looking in favor of company goals. It’s their discretionary effort, they either give it or they don’t.”
This reframe is crucial: accountability isn’t about enforcement and consequences. It’s about creating a culture where people care enough to do the right thing because they’re aligned with company values.
Colin shares a practical framework for building accountability: First, get alignment on the standard with your team. Second, agree together on what happens when it’s not met. Third, follow through consistently when someone tests it. Brian adds an important ownership question: “As a leader, if there’s no accountability, what do I own here? Have I communicated clearly?”
More Messes Coming
Brian and Colin plan to continue this series every two months, tackling new challenges as they emerge: safety issues, financial messes, team conflicts, and more. If you have a specific mess you’re dealing with, send it to info@nolancg.com and we’ll aim to address it in an upcoming episode.
Subscribe to Out of the Hourglass for conversations with business owners, NCG coaches, and industry leaders who are redefining success in the trades.
About the Hosts
Brian Nolan is the Co-founder of Nolan Consulting Group and has spent decades coaching trades business owners to build scalable, sustainable companies. He previously co-hosted the original “Business is Messy” series with his brother and fellow co-founder, Kevin Nolan.
Colin Nolan is a Senior Business Coach at Nolan Consulting Group, working directly with trades business owners on sales, operations, and team development.