Hi there,
Something I've seen happen more than once: the best salesperson leaves, and for a while, nobody panics.
The pipeline looks fine. The team steps up. There's a new hire in the works.
It's usually six months later, sometimes longer, when it starts to show. The pipeline has softened in a way that's hard to explain. Deals are taking longer. The founder is back on calls she hadn't needed to be on in years.
What that rep had wasn't just relationships or tenure.
She had a version of the story built up over years of customer conversations — what to lead with, how to handle the moment a prospect pushes back, which details land and which ones don't.
Nobody documented it while she was there. It existed in her head, and in the founder's, and it worked well enough until the person carrying it walked out the door.
In this month's post, I go into what's actually happening underneath — and what it looks like to fix it properly, not just paper over it.
Read the full post here
Talk soon,
Grace
