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Excerpt
Sean: What does it take for an entrepreneur to say that’s impossible, I’m stuck in the mud? What do you do, Jeff? What do you say during those times?
Jeff: Oh, the difference really is every company from a business perspective, everybody’s going to constantly be hitting ceilings as they grow on the business side.
And the reality is simply and a lot of times, it’s just a matter. Honestly, I’m pointing this out to say, okay, the, the skill set, the structure of the company at 5 to 10 people for that level of business is completely different than what you need at say, 50 employees kind of a thing there with three or four different markets instead of one market, kind of a thing as you start to grow that business.
As long as we get processes and procedures, even your culture, things like that, and document and figure out such that you’ve got everybody on board with that, then you can step back and trust that, okay, we can grow to the next level. Because we have our systems, we have our foundation in place. And so therefore going from sales person, one, two, now two, three, and four is really not that big a deal.
It actually is a true scale at that point, because we have documented sales processes. We have documented the target market. We have documented differentiators and a guarantee that makes us different from our competitors. And all four of those salespeople are using the same language, the same – everything that we’re talking about in our business and working together.
So what’s the true scale, rather than saying, Hey throw you to the sharks out here and go, come up with your own verbiage. And all of a sudden we’ve got marketing, pushing out one message sale and doing something else and operations kind of throwing their hands up and saying, what the heck did you sell this time?
If we’ve got this all documented and put together, then everything just keeps working as we grow, as we keep scaling there, it really takes a lot of that pressure off of the leadership team as they grow. And it’s a transition and it can definitely be difficult for some people, but it’s, it’s one that, okay.
Once you kind of start seeing that picture as to one realizing, okay, this is the goal that we’re working towards for our company as a whole, but still the fact that I can see that, okay, we are making progress to that and I’ve gotten visibility. I’ve got clarity into my company, saying “Hey, we can make this work.”