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Oakmont Health
Oakmont Health
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Clinic software
Turning a founder-led sales team into a repeatable one.
Every enterprise deal still needed the founder in the room. We wrote down how she actually sold and coached two account executives through their first solo closes.
2.3×
Enterprise win rate
−70%
Founder-led deals
9 wks
To first solo close
Oakmont’s founder had closed all forty of its enterprise customers herself. She was very good at it, and she was the reason the company couldn’t grow past one new deal a month. Two experienced hires were losing deals she would have won, and nobody could say why.
Shadowed the founder
Eleven recorded sales calls. The big difference: she qualified out a third of prospects in the first call.
Wrote it down
A five-question qualification framework and a discovery script, in her words rather than a sales methodology’s.
Stepped back gradually
The founder joined every call for a month, then every other call, then only when asked.
Within a year the enterprise win rate rose from 11% to 25%, and seven in ten deals closed without the founder on the call. She now spends her time on product and still reads every lost-deal note.
What they kept, and what they stopped.
“The diagnostic was ten pages long. Our leadership team still quotes it in meetings.”
MF
Marcus Feld
COO, Oakmont Health
Oakmont Health
Decision record
A five-question qualification framework
Kept
One weekly deal review
Kept
Founder joins by invitation only
Kept
Hiring a VP Sales in year one
Not now
Three overlapping pipeline meetings
Not now
Discounting to close in-quarter
Not now
Sample
