Back to Market Intel
Sales Process
October 7, 2026·Last updated October 7, 20261 min read
One Closer Is Not a Sales System
Intel Brief
If one rep is holding the entire sales machine together, the business has a key-person dependency rather than a dialed-in process.
I’ve said a time or 2 before that an offer's systems should be SO dialed in that it’s actually DIFFICULT to screw up.
Not be a literal sneeze away from getting bazooka'd
Obviously reps matter.
But if ONE closer is holding the whole sales machine together,
you don’t have a dialed-in sales system.
You have a REALLY important closer.
That’s a fragile business, if a business at all.
SOP = "So One Person can’t screw it up."
Button that sh*t up, buttercup.
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
Book a 30-Min Call