Over the years, I’ve been brought into dozens of staffing firms to assess their sales teams, sales performance, and sales culture.
Every time, I ask essentially the same questions—across reps, managers, and owners.
Questions like:
You’d think I’d get consistent answers.
I never do. Ever.
Every rep has a different definition.
Every manager runs a different playbook (if they have one at all).
Every owner says there’s a process—but it’s either not documented, or not adopted.
Usually it is both.
The net result of all of this is a team full of well-intentioned people operating in silos—each one improvising their way through the sales process, chasing unqualified deals, producing inconsistent results.
And in every instance, there is always one rep—maybe the founder or a top performer—who has figured things out. That person is the superhero. The superhero is the person responsible
Because everyone else is running experiments—trying to figure out who to call, what to say, and what to do—the superhero’s success gets canceled out by the chaos around them.
One rep may be winning, but the rest of the team is guessing. And guesswork doesn’t pay the bills, nor does it scale. The end product is a company operating under the sales superhero model.
The sales superhero model is when a staffing or recruiting firm relies disproportionately on one or two top-performing salespeople—often the founder or a veteran rep—to generate the majority of revenue.
In this model:
The “superhero” carries the business by intuition, personal relationships, and experience.
The rest of the team operates without a clear playbook, each improvising their own approach.
Success depends on individuals, not systems.
While it may work in the short term, the superhero model creates fragility:
Lose the superhero and revenue drops.
Add headcount without structure and chaos multiplies.
Try to scale and margins evaporate.
The superhero model feels safe because one person “figures it out,” but it’s not sustainable, scalable, or sellable. True growth comes from building systems that replicate winning behaviors across the entire team.
So what do most firms do?
They double down by saying “we only hire senior salespeople.”
But here’s the truth: Unless you’re Google or Apple, it is really, really hard to consistently attract top-tier talent.
Hiring exceptional people isn’t a strategy—it’s a gamble.
And without a system to plug them into, even the best hires will eventually stall.
At some point, you have to learn how to onboard, train, and coach your people—and turn inexperienced reps into consistent performers.
Just like a great coach develops a rookie into a starter… and a starter into an All-Star.
That’s the difference between growth that happens by chance… and growth that happens by design.
Because if your business depends on a few heroes and a couple of lucky accounts, you haven’t built a revenue engine—you’ve built a house of cards.
The Solution?
You stop relying on heroes.
You stop chasing unicorn hires.
You stop hoping each new rep will “figure it out.”
And instead, you build a system.
A system for how you onboard, train, and coach.
A system that turns potential into performance.
A system that creates consistency—so everyone knows who to call, what to say, and what to do.
A system for how you onboard, train, and coach.
A system that turns potential into performance.
A system that creates consistency—so everyone knows who to call, what to say, and what to do.
This is the work I do. I help organizations design and implement the frameworks, tools, systems and technology they’ve been missing—sales methodologies, onboarding programs, coaching frameworks, and enablement processes. These aren’t theory or one-off fixes. They’re the building blocks that turn randomness into repeatability, scale revenue growth, and increase the long-term value of the business.
Ready to move beyond the superhero model?
Download our free ebook, Menemsha Group's Sales & Recruiter Enablement Roadmap for Scalable Growth and learn how to replicate winning behaviors and increase team quota attainment by 50%. Download the eBook now and learn how to build a revenue engine that doesn’t depend on superheroes—it depends on systems.