Founder-led sales

When the founder is the only person who can actually sell, because the motion lives entirely in their head. It’s the default for nearly every services firm below a few million in revenue, and it isn’t a failure — it’s a stage. But it’s a ceiling: the business grows only as fast as one person’s calendar, and it stops the day that person stops. WPH is here now, with Richard as the only closer. The escape isn’t willpower; it’s writing the motion into a playbook of stage-four plays so a hire can inherit it.

Source: Corey Quinn, Anyone, Not Everyone (PRACTITIONER) — Quinn frames founder-led sales as the default below roughly $5M and lays out the system for escaping it: hire against a proven, documented motion rather than praying to find another founder. Reinforced by his first-agency-salesperson compensation framework.

First used in: 3.7 · The playbook & the first hire