Hiring For Business Growth
Nothing is impossible if you can delegate.
I find most company leaders want to see their company grow to the “Next Level”. Usually, they mean they want to sell more. Selling “more” is definitely a component of growing to the next level, but there is more to it.
Ever experience a situation where what used to work doesn’t produce the same results? Everyone has. What’s the solution? Typically it is to find a new way to do it, whatever “it” is. Say your sales have slowed. You may need to find a new way to message, or market your product or service. But you may also have grown to a point where you need to completely redesign the way you bring it to market.
Case in point, professional service firms most typically are built on a seller/doer model, wherein the individuals are trained in delivering the service, but need to allot a portion of their time for business development to bring in business for them to do. This is often a challenge for many in that they are trained as lawyers, or accountants, or architects, but not in business development (sales). By definition they need to spend a MINORITY of their time in sales mode, and most are glad of that because they are not trained in it, are not all that great at it, and don’t like it (or they would have gone into sales a long time ago and probably made more money). Nonetheless this model is a necessity for most professional service firms… until they reach a certain size.
Once a firm reaches a size where they can support it, a switch to deploy dedicated sales personnel makes sense. It’s really about specialization. No one can be good at everything, and employing specialists typically results in more efficiency and effectiveness. I may not be able to teach 50 lawyers to sell better, but I can teach the right five to do so if they are willing to focus a majority of their time on it. And if we can increase a close ratio from 20% to 25% that’s 25% growth and the impact to the bottom line is significant.
What is more important; delegation or specialization?