Spot It.
Customers want to talk to you. Your salespeople bring in leads, but deals don't close until you get involved. You have become the bottleneck in every important sale, and when you are busy or away, revenue slows down. Growth is capped by how many conversations you can personally have.
Sight It.
Owners usually built the business by selling it themselves, and that know-how was never written down or taught. Customers have learned to expect the owner. The team may not have the authority to make decisions on price or scope. And sometimes the owner, without meaning to, steps in too early and signals that only they can close.
Solve It.
Pass on what you know:
- Write down how you sell: the questions you ask, the objections you hear and how you answer them.
- Bring a team member to your next several sales meetings, then switch roles and let them lead while you observe.
- Give your team clear limits on what they can decide, including pricing and terms.
- Introduce customers to your team as the experts who will take care of them.
- Gradually step back to approving deals instead of closing them.
The goal is a sales process that works even when you are not in the room.
Fixed it yourself? Great. Want help making it stick? Talk to a Troubleshooter.