Your best reps are often "unconsciously competent" and can't explain their own success. Before an SKO, leaders must help these individuals deconstruct their process and build a prescriptive presentation, translating their individual "art" into a replicable science for the entire sales team.

A company reliant on a single charismatic closer cannot scale. To build a repeatable process, identify one or two key, effective actions your top performer takes and build a systemized framework around them for the entire team to adopt.

Pro athletes like Steph Curry develop an intuition so refined they can feel minuscule environmental changes. Similarly, successful founders gain an expert 'feel' for business bottlenecks by repeatedly tackling uncomfortable and uncertain areas. This intuition isn't magic; it's a trained expertise born from repetition and deliberate practice.

The intuitive skills that make a top individual salesperson successful cannot be directly transferred to a team. To scale performance, leaders must deconstruct their own "unconscious competence" into a teachable, repeatable process covering messaging, qualification, and forecasting to enable the entire team.

Many top-performing salespeople operate on instinct and talent, making them "unconsciously competent." While successful in the field, they struggle to lead teams because they lack the self-awareness to deconstruct and teach the specific actions that make them great.

Founders with deep domain expertise often sell effectively themselves but can't enable a sales team. They are 'unconsciously competent,' unable to extract their innate knowledge into a structured, repeatable sales motion that reps without their brain can execute.

Founders who sell intuitively often can't explain their methods. Instead of expecting new hires to "just do what I do," they need someone who can translate their talent into a teachable process, effectively acting as an interpreter for the rest of the team.

A leader's job isn't just to provide answers but to articulate the reasoning behind them, like showing work on a math problem. This allows team members to understand the underlying frameworks, debate them effectively, and apply the same point of view independently, which is crucial for scaling leadership.

Relying on a single "gifted" individual for a skill like copywriting creates a bottleneck. To scale that expertise, the expert must deconstruct their intuitive process into a concrete, teachable system for their team.