It's the idea that people can be promoted to a point where the skills that made them successful are no longer enough. I'd like to look at it from a different perspective But I've seen something similar happen in sales, even when nobody has been promoted. Someone joins a business and is average at selling. They have personality. Intuition. Energy. They build relationships. They know how to read a room, create momentum, and get a few deals over the line. And for a while, that is enough. But as the company grows, the sale changes. Deals become more complex. Buyers become more senior. The problems are bigger. The sales cycle is longer. The pressure builds. The old instincts do not always land in the same way. Suddenly, the person who was performing starts to doubt themselves. Their confidence changes. They begin to question whether they still have what it takes. And the business feels it. Inconsistent results, missed opportunities, and talented people who are capable of more but are stuck at a level they have outgrown. This is where a founder or CEO has a choice. They can see the person as a problem. Or they can see the gap for what it really is. A development opportunity. Because investing time, coaching, mentoring, and giving people a structure they can follow can be far more valuable than replacing them. When you replace someone, you don't just lose a salesperson. You lose their product knowledge, customer relationships, experience, and the trust they've built over time. And there's no guarantee the next person won't face exactly the same challenges as the business continues to grow. Sometimes it's not the salesperson who has reached their limit. It's the way they've been taught to sell that has reached its limit. The most valuable person in your business may not be the one you need to replace. It may be the one you nee

A conversation with structure closes deals

Ghosting usually comes down to perceived value. I’m a big believer in pre-empting, and small, subtle changes in your sales presentation can dramatically reduce, and in some cases eliminate ghosting. In this video, I’ll show you what to look for and where those small changes can make the biggest difference.

A simple formula that will eliminate ghosting

Use them and you will close mre deals