You’re the face of the business.
So when a big deal comes in, of course you take it.
You know the vision.
You can pivot fast.
You can sell the dream better than anyone on your team.
And you just became a single point of failure.
Where it breaks
You take a vacation or step away for a few days.
The deal stalls.
The prospect only knows you.
Your team can’t step in because they don’t have the relationship.
It happens at every level
The same pattern shows up with sales leaders building their districts.
You’re the rainmaker.
The relationship holder.
The closer.
But when you leave or get promoted, the pipeline disappears.
Because the knowledge and relationships were never transferred.
What actually fixes it
The fix isn’t always hiring more people.
You need to involve more people.
Strategically.
Include select team members on calls.
Let them contribute.
Let them build rapport.
They need context and connection.
Whether you’re there or not.
You’re still driving the deal.
But others can step in when you’re unavailable.
Reflection
What’s one deal right now where you’re the only thread?
If you’re feeling off your game or your leadership edge isn’t where you want it to be, the next step is at the top of the page.
