Yesterday’s Meeting of the Titans was another really fun session with lots of laughs; which yielded many takeaways for all, and saw the brain’s trust bouncing off each other to provide great wisdom and insight.
The Member in focus shared his goal to increase his current turnover of 20m by 20-25% to get to the sweet spot he felt was most efficient for his business. He planned to be increasingly responsible for the sales to achieve this, although he also commented that he was experiencing resistance to this.
In terms of support and resources within the group, there were many possible paths forward available to him including; clearing any subconscious blocks which might be contributing to the resistance he was feeling, recommendations of AI and lead gen companies to take over the prospecting, recommendations of recruitment companies to support him in finding the perfect Sales Manager to take over the sales entirely, or a mix of all of the above.
It brought into focus some key questions posed by a Member of the brain’s trust, namely “What are the 3 things you are most excited to be doing in the business?” and “What is the very next step for you to be doing more of each of those things?”.
Upon introspection, the Member identified what he really loved to do was catching up with current clients and going to new places to explore business opportunities. This helped to clarify which avenues were worth exploring to handle the prospecting and sales goals, without him being required, given that it wasn’t actually on the list of things he loved to do.
It also brought to light (with further investigation and input from the brain’s trust) that he was far deeper into daily operations than expected, from the point of view of the size of the business, his desire for a turn-key business, and importantly, for his enjoyment.
This then rolled into a great discussion about the balance between hiring exceptional salespeople and creating rock solid processes. Processes which support exceptional sales results, having less reliance on the skills and experience of the salesperson or salespeople.
Also allowing recruitment decisions to be made more on culture fit and personality, supporting the company in being stronger and more scalable as a result.
While it is normal to think that hiring the best of the best skill wise is always the answer, this video and the studies behind it prove that it’s not always the best approach.
