The step that gets skipped is leadership development before headcount growth. Companies hire sellers and assume leaders will emerge on their own. Some do. Most don’t, not without a structure built to produce them.
Dean Elali, founder of OSP, has spent years building sales organizations that work with Fortune 100 companies including AT&T, NRG, Xfinity, Vivint Home Security, and Verizon. His view on this is direct: teams that scale without developing leaders alongside headcount are building something that cannot hold its own weight.
Why the Skip Happens
Growth creates pressure to fill seats. A manager who needs ten more reps this month will hire ten reps this month. Training new leaders takes longer and shows results later, so it loses out to the faster task.
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