Across the Pond: How to grow your Insight Agency Across the Pond: HOTSEAT 🔥The Art of Managing Seller-Doers in Insight Agencies
Jan 8, 2026
In this insightful discussion, Steve Henke tackles the seller-doer model, weighing its pros and cons. He emphasizes the importance of structuring sales priorities and pairing them with marketing strategies. Steve advocates for formal training over charisma alone, and stresses clear job descriptions and dedicated sales time for seller-doers. He also highlights the role of a sales manager, the necessity of a robust sales pipeline, and the importance of tracking conversion rates over mere activity. Incentives, he proposes, should align with strategic goals.
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Seller-Doer Skill Mismatch
- Seller-doers understand methodology deeply but selling is not their core passion or skill.
- Steve Henke observes this mismatch creates time and capability problems for agencies using the model.
Make Sales A Board-Level Priority
- Prioritise sales structurally and culturally so it has a seat at the leadership table.
- Invest equally in marketing and sales so marketing builds leads and sales converts them.
Train Seller-Doers Continually
- Train seller-doers in sales skills with classes, workshops, and ongoing development.
- Treat sales training with the same investment as research skill development.