Stop hiring outside sales managers to fix your sales team. When founders are ready to step back from sales, they usually do the same thing. They post a sales leadership role, offer a salary, and hope the right person shows up. In our experience, that rarely works. Clients who hire outside sales leadership often spend 3 to 6 months of salary on someone who can't execute in the role. The problem isn't what you're paying. You're betting on a résumé instead of proof. A more financially conservative path is to grow the leader from inside your team. We have reps prove themselves for 90 days against ten attributes. These include consistent top-10% performance, selling with integrity, engaging in the sales management process, and culture fit. Reps who meet all ten move into a manager-in-training role. In months 4 through 6, they learn recruiting, onboarding, one-on-ones, accountability, coaching, and reporting. By month six, they can run the team without you. This week, write down the t...