One of the harsh truths that business owners and executives tend to avoid is that your operational efficiency needs to match the efficiency of your sales team.
Said more plainly, you need to be able to fulfill the services for the clients that you sales team is bringing in. Nothing makes your company look worse than a smooth salesperson who brings in a client and then having a team behind them that can’t get it done.
Trust me. I’ve been through this.
When we first started Showtime, all we thought about was how to get new clients.
We hustled and brought in a ton of new work. I was up all hours of the day making cold calls, sending emails, hosting Zoom calls, and attending in-person meetings.
There was an issue though…
We couldn’t satisfy all of this new work operationally.
This is a huge problem that a lot of companies run into, and it can completely cripple your business if you’re not careful.
Nothing looks worse than bad customer service, missed deadlines, and sloppy work.
It’s imperative that, operationally, you can take on the amount of work that your sales team is bringing in.
How do we do this?
There are two main things you can do to ensure that your sales and operational efficiency match:
1. Hire the right operational talent before deploying any high-velocity sales initiatives.
2. Ensure that quality work is something that you’re building into your culture.
If your team is surrounded with the value that you will always deliver great work or a great product, then that becomes the focus instead of just making more sales.
More sales might seem like the sexier metric to chase at the beginning, but I can assure you that if you don’t have the team behind you to fulfill on those promises your business will inevitably fall through the floor.
What are some of the ways that you work to strike this balance in your business?
Let me know.
Until next time,
Mitch
Create. Connect. THEN Close🤝
The Mitchell Louis 