Architect Sales Before You Hire
If revenue still flows back to you by default, hiring another salesperson will not fix it—your next hire needs a clear role, pipeline, and compensation model to own revenue without you.
Apply for the Founder Sales Diagnostic
In 30 days, walk away with a defined sales role, documented stage map, and aligned compensation framework for your next hire.
The Founders Diagnostic Special
$3,500 $2000 through Q1 '26
For B2B service and advisory firms at $1–3M in revenue where sales still runs through the founder.
Who This Is For
You are generating $1–3M in revenue. The business works. But most deals still depend on you.
You lead discovery.
You carry the close.
You step back in when momentum slows.
Hiring without structure turns into stalled pipelines, rescue deals, and another hire you have to carry.
I work with founder-led B2B firms to design the sales architecture before adding headcount. Together we define the sales role, map your stages, align compensation, and clarify deal ownership so revenue no longer defaults back to you.
Structure first. Headcount second.
The Pattern Most Founders Face
In firms where sales remain founder-dependent, hiring often happens before structure is ready. Without defined revenue math, clear stages, and role clarity, the hire struggles.
1
The Hire
A salesperson is brought in with immediate expectations.
2
Momentum Slows
Without a defined process and clear expectations, momentum fades quickly.
3
Back to the Founder
When results dip, the work flows back to you.
4
The Pattern Continues
Without structural change, nothing changes.
The problem is rarely the person. It is the environment. Without defined roles, clear expectations, and a visible pipeline, performance stalls and the work slides back to you.
What You Walk Away With
Founder Sales Diagnostic A candid review of whether revenue can operate without you. We examine role clarity, pipeline visibility, compensation logic, accountability, and deal ownership.
Deliverable 1 — The Role Definition
  • Defined Sales Role — what the hire owns, where authority sits, and what success looks like from day one
  • Sales Role Blueprint — clear responsibilities, ownership boundaries, and performance expectations before a candidate is ever interviewed
  • Role Clarity Document — a written definition of what your next hire is accountable for so the job doesn't reshape itself around them
Deliverable 2 — The Stage Map
  • Documented Stage Map — every step from first conversation to close, written down and owned by the role, not the founder
  • Pipeline Stage Definition — a clear progression from first contact to closed deal that a hire can execute without you in the room
  • Revenue Stage Map — a defined customer journey your next hire can run independently from first conversation to close
Deliverable 3 — The Compensation Framework
  • Aligned Compensation Framework — a pay structure that rewards the right behaviors and keeps revenue accountability with the hire, not with you
  • Compensation Model — base, variable, and incentive logic designed around the role you defined, not industry averages
  • Compensation Structure — how the hire gets paid, what it rewards, and why it keeps ownership where it belongs
01
Founder Sales Diagnostic
A focused 3–4 week engagement built to answer one question:
Can sales operate without you? We break down revenue flow, role clarity, pipeline definition, compensation alignment, and dependency points where deals or decisions currently require you.
You leave with a defined sales role, a documented stage map from first conversation to close, and an aligned compensation framework ready for execution so your next hire is a strategic decision, not a reactive one.
All sessions are led directly by me.
Within 30 days, you leave knowing exactly what must change so sales no longer runs through you by default.
I work with a maximum of three firms per quarter. An application process ensures fit, timing, and seriousness.
02
Sales Role and Structure Design
You can expect:
  • 3–4 weeks of working sessions and reviews.
  • ~3–4 hours of your time across interviews and feedback.
  • A written sales structure blueprint you can use with or without my ongoing support.
Sales Structure Blueprint
A clear outline of the sales role, customer journey stages, compensation, and accountability required before hiring or stepping back from day-to-day sales.
Direct Path Forward
A defined next step based on structural reality: what to refine in your structure and when to move forward with hiring.
Confidence to Step Back
Defined ownership, revenue visibility, and a leadership cadence that make delegation practical, not theoretical.
03
Recruitment and Installation (Optional)
Once structure is defined, I lead the search and transition process aligned to the defined role and revenue model.
A premature hire costs more than compensation. It costs time, momentum, and confidence.
Recruitment fees are discussed only after structural readiness is established and typically align to a percentage of first-year on-target earnings.
04
Leadership Transition (Optional)
Fractional sales leadership during the early transition to protect execution, maintain accountability, and prevent revenue from defaulting back to the founder.
Execution Oversight
A consistent leadership cadence to maintain momentum, reinforce accountability, and prevent performance drift during the transition.
Pipeline Oversight
Direct visibility into deal flow, stage integrity, and forecast reliability to ensure performance remains predictable during transition.
Performance Accountability
Structured accountability aligned to agreed KPIs so ownership stays with the new hire, not the founder.
Founder Transition Support
Executive guidance during the transition from direct selling to strategic revenue leadership.
Engagement terms and scope are defined after completion of the diagnostic or recruitment phase, based on your specific transition needs and the cadence required to support your new hire.
Ready to Begin?
If you are a B2B service firm founder generating $1–3M in revenue and preparing to delegate sales responsibility, the Founder Sales Diagnostic is your starting point.
Step 1
Submit your application for the Founder Sales Diagnostic
Step 2
Complete a brief qualification call to ensure fit
Step 3
Begin the 3-4 week diagnostic engagement
Step 4
Receive your customized playbook and recommendation
About Consult MWM
I work with founder-led B2B firms where sales still runs through the founder. Before you hire, I get the structure right — clear roles, defined stages, revenue visibility, and accountability that stays with the hire, not with you. Once the structure is ready, recruitment follows inside an environment built for performance.
This is not consulting theory. I have worked inside founder-dependent firms between $1M and $10M — through structural redesigns and first sales hire transitions. I know what breaks when hiring comes before structure. And I know what has to exist before delegation holds.
You work directly with me throughout the diagnostic and any recruitment that follows.
Structure first. Headcount second.
© 2026 Consult MWM. All rights reserved.