Selling Beyond Charisma: Your best salesperson is your biggest business risk
MyJoyOnline reported that a company's most charismatic salesperson is its biggest business risk. The article states, "When revenue depends on personality, you haven't built a capability. You've built a dependency." This dependency is problematic because if the salesperson resigns or is poached, the company's pipeline walks out the door with them.
The author has observed this across Accra and beyond, citing examples such as a family-owned distributor whose client book lived in one man's head, an insurance firm where three "star" agents wrote most of the new business, and an IT services company that did not understand why doubling its headcount did not double its revenue. Relationships matter in African business, but a relationship that lives only in one person's memory is institutional risk, not an asset on the balance sheet.
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Ghanaian businesses often celebrate charismatic salespeople, but this reliance on individual personalities can create significant risks for a
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