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.

Promoting top individual contributors into management often backfires. Their competitive nature, which drove individual success, makes it hard to share tips, empathize with struggling team members, or handle interpersonal issues, turning a perceived win-win into a lose-lose situation.

If branding dilutes your high-touch founder sales process, the problem isn't the market. The solution is to "scale the unscalable" by creating a small, elite team trained to replicate the founder's one-on-one approach, even if they only perform at a B-minus level.

Success is often attributed not to a relentless personal grind, but to a superpower in attracting and retaining top talent. True scaling and outsized impact come from empowering a great team, embodying the idea that "greatness is in the agency of others."

To transition from practitioner to thought leader, you must codify your implicit knowledge into simple, teachable frameworks. Unlike rigid scripts, frameworks provide a flexible structure or "rails to run on" that allows individuals to adapt to specific situations while following a proven system.

Transitioning from a top-performing rep requires a mindset shift from doing to enabling. A new leader's role is not to teach their specific 'Michael Jordan' method, but to align company and personal goals, then focus on removing obstacles for each team member's unique path to success.

A sales leader's value isn't in managing from headquarters. It's in being on the front lines, personally engaging in the most challenging deals to figure out the winning sales motion. Only after living in the field and closing landmark deals can they effectively build a playbook and teach the team.

The founder, as the best salesperson, should always have a trainee shadowing them. This "double dips" on their time, turning every sales activity into a real-time training session. It's the most efficient way to transfer skills, duplicate the founder's success across a team, and build a scalable sales process based on modeling.

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.