Sales is the cure
In the entrepreneurial journey, there are a number of problems you’re going to face.
Broken systems.
Clients leaving.
Funding with your own money.
No time to do anything else.
The list goes on and on and on.
But what if I told you that there is a cure for all of these problems that you will face?
This newsletter is meant to keep you on offense, especially during the spending season. Go all out, create more sales, and get out of the rut.
Sales will cure the pain of churn
Losing clients can really sting—especially for a new business owner.
It’s easy to take the rejection personally and let self-doubt creep in, leaving you questioning if more could have been done to keep them.
And some entrepreneurs will get stuck in this down and depressed state far longer than they should be.
But imagine this: for every client that outgrows your solution, there are 10 waiting to be onboarded to replace them.
Doesn’t seem so bad anymore, does it?
No business wins 100% of its deals or retains every single customer. But through relentless sales effort, you can ensure the pipeline outpaces any potential churn.
Furthermore, each new customer diversifies your revenue base—making you less reliant on any single account. More at-bats let you escape slumps faster while building real relationships that can stand up to the loss of any one client.
Make sales non-negotiable and churn becomes a minor nuisance rather than an existential threat.
Sales will cure your lack of time
Agency owners are always trading their time for money, and as you grow, you’ll find less and less time to trade. Instead of drowning under mounting admin and fulfillment tasks, increased revenue lets you hire our way out of daily fire drills.
Bring on dedicated sales reps to grow revenue faster.
Bring on client success specialists to allow you to wow new clients with white-glove onboarding experiences while increasing retention.
Bring on project managers to remove capacity constraints holding back delivery.
More sales = more revenue. More revenue = more delegation ability.
When you feel like you’re running out of time, take a step back and audit where your time is being spent. If you’re not spending at least half in sales, then you need to shift your priorities.
Sales will cure your systems
They say insanity is doing the same thing but expecting different results (which, actually, is not the definition of insanity, but it sounds good).
Yet how often do agency owners stay stuck in siloed tools and piecemeal systems? You rage against inaccurate reporting, communication breakdowns, and clunky operations - usually blaming people when the process is the culprit.
On the flip side, some agencies have pristine systems that never see the light of day! The perfect system is worthless if you’re not putting new clients through it.
The cure for the brittle process or the unused, perfected process lies in increased sales. Period.
More revenue means investing in better tech stacks for smoother data flow between systems. Continued deals put volume pressure on systems forcing you to evolve nasty spreadsheet hack jobs into mature operations.
With few clients, you can get by with duct tape and bubble gum holding it all together — but if you want to grow your operations into a legitimate business with (wait for it) KPIs and enterprise value, then you need to outgrow the duct tape.
Ultimately, sales serve the dual role of spotlighting back-end weaknesses AND providing fuel to address them properly.
Conclusion: Our Own Best Medicine
Entrepreneurs love solving other businesses’ problems yet often neglect glaring constraints under their own roof.
Hiding from frustrations won’t cure them.
Sales will.
Sales will allow you to solve many of the common problems agency owners face throughout the entire journey.
Sales funds hiring specialists, allows you to improve systems and processes, de-risks reliance on any one customer, and carves time for leadership strategy above task-level tactics.
Increased sales may not solve all problems perfectly or permanently. But it will buy you the runway to build enterprises resilient enough to embrace future growing pains as opportunities, not obstructions.
So next time systems break down or a client churns -- don’t just vent about it.
JUST SELL MORE.
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