Your sales process shouldn't disappear when a rep quits. Most business owners think they have a sales process. What they actually have is one or two great salespeople carrying the entire system in their heads. I worked with a company that consistently hit sales targets, but when their top performer left, revenue dropped almost immediately. Not because the market changed. Not because demand disappeared. The real issue was that nobody had documented what made that rep successful. The questions they asked, the objections they handled, the follow-up cadence they used, and the messaging that consistently closed deals all left with them. That's not a process. That's dependency. A scalable sales organization turns individual success into a repeatable system. When knowledge lives in documentation, training, and playbooks, new hires can ramp faster and performance becomes predictable. Here's something you can do today: Ask yourself whether a new salesperson could follow a documented pr...