Season 8 | Episode 23 - When Sales Depends on “Star Performers”

In many MSMEs, sales performance revolves around one or two exceptional individuals — the so-called “star performers.” These individuals close the biggest deals, maintain the strongest relationships, and often carry a large share of the company’s revenue. While this may appear like a strength, it is often a hidden structural risk. In this episode, Abani explores why founder-led businesses must be careful when sales success depends heavily on a few individuals. If you are building a growing MSME, understanding this risk can help you design a more resilient and scalable sales system.