If you’ve been in sales longer than 10 minutes, you already know that feeling.
You hang up the phone, shake a hand, or click “Submit Order,” and suddenly the world looks brighter. Your shoulders drop. You breathe again. Birds chirp. Coffee tastes like victory. You’ve just closed a deal, and for a moment, life is good.
Salespeople don’t just like that feeling… we live for it. The chase, the conversations, the objections, the strategy, the persistence, and finally, the glorious CLOSE. It’s the closest thing to emotional fireworks you can legally experience on a Wednesday afternoon.
But here’s the problem…
That high doesn’t last.
Ask any salesperson how long the satisfaction sticks around and you’ll hear the same thing:
“Not long enough.”
So what do many of us do? We try to extend the feeling. We hover. We stay involved. We insert ourselves into delivery, onboarding, refunds, product setup, customer service—anything that keeps us emotionally tied to the deal we just closed.
And we justify it beautifully:
“I just want to make sure my customer is taken care of.”
“It’s a complicated sale… I better shepherd it through.”
“If something goes wrong, it reflects on me!”
I once worked with a guy named Mark—amazing closer, terrible delegator. After every sale, he practically moved into the delivery department. He was answering support tickets, calling installers, rewriting timelines—and meanwhile, his pipeline dried up like a puddle in Arizona. The next month? Zero deals. He wasn’t selling—he was project managing.
And guess what? He was miserable.
Not because he didn’t care… but because salespeople are only truly happy when they’re doing the thing they were born to do—closing.
Here’s the sales reality most won’t admit:
When you’re not selling, you’re losing money.
Time spent in delivery is time NOT spent prospecting.
Interfering in customer service usually irritates everyone—including the customer.
There’s another salesperson I know—Sara. Total pro. She celebrates the close, hands the client off confidently, thanks the delivery team, and walks right back to her pipeline. Her income chart looks like a staircase—month after month rising. Why? Because she stays in her role—creating new revenue.
The truth is simple:
A well-trained delivery and service team is a salesperson’s best friend.
They protect the customer, reinforce the buying decision, create loyalty, earn referrals, set up reorders, and make you look like a genius.
Your job isn’t to babysit the sale you already won, it’s to go create the next one.
So here’s a fun challenge, graph your income for the last 3 months.
Be honest, does it look like a roller coaster?
Up when you’re selling,
Down when you got stuck “helping” with delivery?
Consistency in income comes from consistency in closing—and consistency in closing requires your attention to stay where it belongs: new opportunities.
For sales managers and business owners—your responsibility is just as critical. Protect your closers. Shield them from operational chaos. Build a rock-solid delivery and customer service machine. Make sure the handoff is smooth, professional, and predictable. That’s when magic happens, your sales highs get higher, and your lows move upward too.
The company expands.
Clients are delighted.
Salespeople stay motivated.
Revenue becomes stable.
And the CLOSE continues to feel just as good as it should.
So celebrate your wins, hand them off with confidence, and then—go close another one.
Happy Selling—and we can’t wait to hear about your success applying this!
