Could Someone Else Follow Your Sales Process?
If sales depends on the founder's memory, start by documenting the stages, questions and follow-up that actually work. A new hire needs a usable process, not just a target.
Insights
Practical Thinking on Sales Leadership.
A useful starting point for looking at how sales works in your business.
Three Questions Worth Asking
Is Coaching Connected to Real Conversations?
Review a recent call with the salesperson. Identify one specific skill, demonstrate a stronger approach and agree how they will practise it. Activity numbers alone cannot explain every performance gap.
What Happens After a Prospect Responds?
Agree qualification criteria and the handover before starting outreach. Someone needs to own the next conversation, with enough context to continue it rather than start again.