Stop managing sales part-time. If you want to scale, you can’t wear every hat forever. Even if you’re building a team of 3–4 reps, you can’t run the company and operate sales long-term. Something will break — usually retention. I see it all the time. An owner invests 3–5 hours a week into the sales team. Reps feel under-supported. Coaching is inconsistent. Accountability slips. Good people leave. Then they try to “fix it” by hiring an outside sales manager… and burn 3–6 months of salary on someone who can’t execute. There’s a better path. Instead of gambling on an external hire, develop leadership from within. We use a 90-day qualification period where top reps must align with 10 clear attributes — performance, integrity, culture fit, process adherence. If they earn it, they enter manager training for the next 90 days. By month six, you have a leader who knows your system, your people, and your standards. Do this today: Audit how many hours per week your team gets real leader...