James Michael's Linkedin Analytics

Being a founder is a study in contradictions. On one hand, it’s exhilarating to see an idea take shape and turn into a living, breathing business. On the other, it’s maddening when the business hits that crucial, precarious stage: scaling. For many founders, scaling sales is the ultimate test, and one that feels like pushing a boulder uphill in a rainstorm… blindfolded. That’s when the cracks appear, especially in sales. It’s no longer just about your ability to sell but about building systems, hiring the right people, and letting go of control. The first frustration is time. In the early days, you’re the salesperson, pitching with passion because you are the product. But as demands multiply, you can’t do it all. Scaling sales requires creating replicable processes and training others to sell as effectively as you do. Yet, the day-to-day operations of running a business don’t pause to let you focus on that. Check out your sales ecosystem's strength - https://justifiedtalent.scoreapp.com/ Then there’s trust. Hiring salespeople is daunting. No one understands your product or vision like you, and the fear that they won’t close deals as effectively is real. Even the best hires need time and coaching, but when you’re racing the clock to hit revenue goals, patience feels like a luxury. Cash flow adds to the tension. Scaling sales demands investment—in people, tools, and marketing—but spending money before seeing results feels risky. It’s a Catch-22: you need to scale sales to grow, but the financial leap feels perilous. And, of course, there’s the mental toll. Scaling sales forces you to let go, a challenge for many founders. Trusting others with the lifeblood of your business—revenue—means relinquishing control, which can lead to micromanagement and frustration. Ultimately, scaling sales highlights the limits of what you can do alone. It’s messy, thankless, and full of growing pains. But it’s also essential. Scaling is the bridge between a scrappy startup and a sustainable business. It’s the test of whether your idea can thrive without you at the centre of everything—and the key to realising your vision fully. That's where The Justified Talent Group comes in. Our JTAC service is designed to support you developing the right sales ecosystem, frameworks, resources and approach. All for as little as $3,056 a month.