The Cargo Cult of Business Success: Why ‘The Score Takes Care of Itself’ is Misleading
Disclaimer: This content was generated by AI based published tweets here: https://x.com/im_asl
I asked ChatGPT to create an image of Bill Walsh coaching Joe Montana next to an old, decaying wooden airplane. The reason? To drive home a business lesson that many entrepreneurs misunderstand.
What does an ex-NFL coach, a three-time Super Bowl champion, and a rotten wooden airplane have to do with your business?
At first glance, not much. But they illustrate a dangerous misconception: the idea that success will come naturally if you just “do the right things.” Bill Walsh, one of the greatest football coaches ever, preached the philosophy that "The score takes care of itself." In other words, if you build a great system and execute relentlessly, results will follow.
But that’s only half the story.
The Cargo Cult Trap
During World War II, Pacific islanders saw the U.S. Navy arrive with cargo—food, medicine, equipment—things they had never had access to before. When the war ended and the Navy left, the cargo disappeared. Wanting to bring it back, the islanders built wooden airplanes, fake runways, and even control towers—hoping to summon the ships again.
They replicated the form but had no understanding of the function.
In business, the same thing happens. People copy playbooks, mimic great leaders, and implement frameworks—but without understanding the mechanics of why those strategies work.
For example, a sales team that once thrived might see a decline. The common reaction? Push harder on activity metrics. More cold calls. More demos. But if the strategy is broken—if the pipeline quality is bad or product-market fit is shifting—no amount of effort will save you.
Just like the islanders’ wooden planes never brought back real cargo, copying someone else’s playbook without a deep understanding of why it works will not lead to lasting success.
The Reality of Predictable Revenue
Aaron Ross, in Predictable Revenue, outlines a structured approach to sales growth. He doesn't just say "work hard and good things will happen." Instead, he breaks down the mechanics of success:
New leads created per month (from targeted, scalable sources)
Conversion rates of leads to opportunities
Pipeline value and number of qualified opportunities created
Opportunity-to-close conversion rates
Revenue segmented into new business, add-ons, and renewals
Success isn’t magic. It’s a controlled system of inputs and outputs.
What This Means for You
Bill Walsh’s philosophy is powerful—but only if you understand the mechanics behind it. The score doesn’t just “take care of itself.” It’s the result of a system designed to drive results.
If you’re struggling in business, ask yourself: Are you following principles you truly understand? Or are you just building wooden airplanes, hoping for results?
Success isn’t about just effort—it’s about applying effort in the right places.