Revenue Builders The Leadership Capacity Issue That Slows Growth
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Feb 15, 2026 Carlos Delatorre, seasoned sales leader and investor with 25+ years in enterprise software and SaaS. He shares a pivotal managerial wake-up call about stopping hands-on fixes and learning to develop reps. He explains why building reps' independence scales better than doing the work yourself. He also warns about hiring senior leaders too late and how that creates heroic, unsustainable effort.
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The Whiteboard Wake-Up
- Early in his manager career, Carlos Delatorre was doing reps' meetings and burning out while trying to prove himself.
- His boss John True told him to either be a manager or be a rep, which forced him to stop doing the work for others.
Stop Doing Reps' Work For Them
- Do stop doing the sales reps' work for them and instead coach them through problems, even if it's slower or imperfect.
- This builds reps' skills and creates scalable teams rather than creating dependency.
Leadership Gap At Scale
- At MongoDB Carlos hired many strong first- and second-line managers but lacked senior leaders ready to scale quickly.
- He realized late that finding and ramping senior leaders takes many months and he had to scramble to fill gaps.