Repeatable revenue comes from a coachable system, and a coachable system starts with clarity on “why” the salesperson wins.
Most sales managers try to scale results by cloning the top producer. That works only when the top producer is running a repeatable motion, with controls, standards, and decision points that the team can execute under pressure. When it’s personality-driven, you end up managing a talent show instead of a pipeline.
If the sales manager can’t explain why their cadence works, why they qualify the way they do, why they push back on certain requests, then they’re operating on instinct. Instinct can close deals, but it can’t be trained, forecasted, or improved.
Actionable takeaway: write the 5–7 moves that create forward motion, then add the one-sentence “why” behind each move. That becomes the start of a real operating system: something you can inspect in 1:1s, reinforce in pipeline reviews, and measure over time.
If you’re leading a team, the decision is simple: are you building a program that survives turnover, or rewarding heroics that disappear the moment the top rep changes seats?
