Most early-stage revenue depends on one great closer. That works until you try to scale it. I build engines that work without heroes.
- Define the win. Know your ideal customer, the problem you solve and the proof that you solve it. If a rep can't say all three in one breath, the pipeline will show it.
- Make the stages honest. Each stage needs an exit criterion the buyer has met, not one the rep feels good about. Forecasts get accurate when the stages stop lying.
- Coach the activity, inspect the outcome. Run weekly deal one-on-ones, ride along on calls, and keep a short list of the behaviors that move the number. I've promoted 35 people by teaching this.
The rule: hire to a standard, train in the field, and let the scorecard settle the argument.