The top salesperson has hit target three years running. Their contacts are in their phone.

Revenue that depends on one person's relationships is worth less than revenue that depends on your firm, and the gap shows up long before anyone tries to sell the business.

By Steve 5 min read
Abstract bridge artwork for The top salesperson has hit target three years running. Their contacts are in their phone.

A salesperson who consistently delivers is one of the more pleasant problems a business can have. The awkward part arrives when you look at how the delivery actually happens. The relationships sit in their mobile. The negotiation history sits in their head. The customer’s procurement contact takes their calls and nobody else’s. The CRM contains a list of company names, a stage field that gets updated the day before the pipeline review, and very little else. Nothing is going wrong. That is precisely what makes it hard to act on.…

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