When the job/company grows faster than the support around it... (Good problems t
By Snowaaron · November 6, 2026 · Curated by George's Blog
When the job/company grows faster than the support around it... (Good problems to have, eh!?)
One of my fractional Sales Leadership clients has experienced exciting YoY growth for years. It's been organic, referral based, and mostly inbound.
One of the first people I sat down with was the person the company already trusted to win business, and she is GOOD at what she does. Knows the space, has an insane EQ, and is just an overall good human. Leadership trusts her, and she gets stuff done.
She knows the prospects/clients. She builds rapport quickly. She’d earned more & more responsibility over the years because she was good at identifying problems & figuring things out. (Not limited to her role/title/department)
That last part was easy to underestimate.
When somebody is naturally good at figuring things out, a company can go a surprisingly long time without deciding how those things should work. (Especially in the midst of exponential YoY growth!) The client brought me in because they knew "what got us here won't get us there", and they valued this team enough to invest in it.
Which prospects deserve a custom proposal? What has to happen before a deal goes into the forecast? (Proper pipeline qualification, etc.) How should sales cooperate with marketing, services, etc.? What could someone else take off her plate in order to focus on closing new business?
She was making versions of those decisions all week, and a lot of the job lived in her head. (Common, eh?)
We started with weekly deal strategy/pipeline review, 1:1 office hours, and the implementation of a customized sales methodology/framework. We'd discuss a real opportunity, a discovery call she was prepping for, a deck she was fine tuning, or prospect messaging. We'd work through the immediate problem and pull out something she could use on the next deal. Everything started building on itself in a beautiful way.
One of my favorite moments was when she asked for a refresher of the qualification criteria ahead of her upcoming discovery calls. She had multiple prospects to talk to that week and wanted a way to properly prioritize her time/focus given the leanness of the team.
My client recognized one of their top performers was stretched thin, and would benefit greatly from support. They made it happen.
How often do companies fail to recognize the workload/capacity of their top performers on a weekly basis, which can lead to the burnout of one of their best team members?
It seems so simple, but I talk with companies and team members regularly on the topic...there are gobs of seasoned experts in just about any field ready to come in and help level up areas of any org at relatively low risk. It's a win-win-win for all parties involved.
______________________________
I'm Aaron. I help B2B Sales Orgs where they may not know they need it. I help brands navigate complex marketplaces like Amazon.
Pic: 4/7 of the kids & I at a Bob Dylan concert over the Summer for good measure.