The 3-Part System Behind High-Conversion Sales Teams

In this episode of Conversations with ICA, ICA CEO Eric Wulf sits down with Henry Dubinsky,

If you’ve ever thought, “Why are we still talking about frontline sales?”—you’re in good company.

In Season 2025, Episode 18 of Conversations with ICA, host Kendra Johnson sits back down with Kyle Doyle, VP of Salespath and the mind behind SalesPath, who now has millions of car wash sales presentations analyzed with AI and real-world field visits to back it up.

Operators keep asking what’s next. Kyle’s reminder? Before we obsess over the future, we need to double down on what never changes:

• Sales
• Sales enablement
• The systems that help your frontline win

This episode is all about the behaviors separating top-performing washes from the rest—and how any operator can start small and build a real sales culture.

Kyle also breaks down a practical starting point if you don’t have a sales platform yet—how to write your script, how to practice, and how leadership can build a culture that supports sales without turning your site into a hard-sell environment.

📺 Watch the full conversation below.
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 Conversations with ICA | 2026 season, episode 18