Tips for Scaling a Coaching Business Without Compromising Quality

🚀 The DOs and DON'Ts of Scaling 🚀 DOs: ✅ Focus on Customer Success: Happy customers are the backbone of sustainable growth. Prioritize their needs and satisfaction at every stage. ✅ Keep Unit Economics Healthy: Ensure that every new customer brings more value than the cost to acquire them. Healthy unit economics lay the foundation for long-term success. ✅ Invest in Key Technologies: Embrace tools and platforms that streamline operations, enhance productivity, and enable seamless scalability. ✅ Adopt Data-Driven Decision-Making: Let insights guide your actions. Data-driven decisions minimize risks and maximize opportunities for growth. ✅ Prioritize Talent Management: Your team is your greatest asset. Invest in hiring, training, and nurturing talent to drive innovation and excellence. ✅ Hire Globally: Talent internationally is much more cost-effective than in the US and for most functions in GTM, output metrics and KPIs are the same if managed effectively. DON'Ts: ❌ Ignore Customer Feedback: Listen to your customers. Their insights are invaluable for refining products, services, and overall customer experience. ❌ Sacrifice Quality for Growth: Quality should never be compromised, even in the pursuit of rapid expansion. Maintain high standards to build trust and loyalty. ❌ Overlook Churn: Retaining existing customers is as important as acquiring new ones. Address churn proactively to sustain growth momentum. ❌ Neglect Scalability in Product Development: Build products with scalability in mind from the outset. Anticipate future needs and design solutions that can evolve with your business. ❌ Scale in Isolation: Collaboration is key to successful scaling. Engage with stakeholders, industry peers, and experts to gain insights, share best practices, and foster innovation. #BusinessScaling #CustomerSuccess #UnitEconomics #DataDriven #GlobalHiring #CustomerFeedback #QualityControl #ChurnReduction #CollaborativeGrowth #GTMStrategy #Scalability #Exordiom #ExordiomTalent

Parents: do you do your kids homework for them? Of course not. So then why do so many Sales Managers close all the deals for their reps? Any good parent knows they are doing a disservice to their children by doing their homework for them. If you do all the work, they don't learn. They can never operate independently. You're not going to go to college with them. What about when the kids ask for help with their homework? Good parents reverse it and ask the child what they did by themselves before offering help. Help with homework is a privilege, not a right. The same lesson applies to Sales Managers working with their Sales Reps. It's just easier to close all the deals yourself. But then you're in a pickle. You become a super sales person. You can't close all the deals. You can only scale yourself to a point. If you have 10 direct reports, that's a lot of business to close. So what should you do? 1) Create a completely clear framework for what good sales calls sound like, a good sales process looks like, and make sure it's aligned with the buyer. 2) Get your reps involved in their own development. Who owns the development of the rep? The rep! Just like who owns the development of your child. The child! You create the right environment. But they have to do the work. Mandate that each of your reps scores one call per week against your objective call coaching scorecard. By comparing their call against the definition of good, they will self-correct a lot more than you realize. This makes your job much easier. 3) Give your reps space to fail. Adults learn through failure. If people don't feel safe to fail, they will never learn and get better. And you will be stuck carrying 100 pipeline opportunities. 4) Monitor progress overtime. Yes this means you have to measure if call scores are improving over time or not. The overall score doesn't matter. The fact that they're getting a little bit better on each of the different skills every week is what matters. 5) Set clear boundaries for people who don't want to participate. Individual contributor sales reps that opt out of the coaching program do not qualify for promotion. You have to draw a very hard line on this. They can keep doing their job as long as they want. You can't mess with their variable comp or territory. That would be scummy. But if your reps want to advance in their careers, they need to listen to their own calls and score them. It's a non-optional. As my friend Kevin "KD" Dorsey so perfectly says, "If you're not willing to listen to your calls, why should your buyers listen to your calls?" In summary: > Don't do your kids homework for them, and don't sell all the deals for your reps. > Give them fameworks and structure that will allow them to take ownership of their own development. > Let them fail. Then support them in learning from that failure to grow from it. #salesmanagement #salescoaching #adultlearning #revenue #sales

It took me 14 years to learn how to create a scalable business. I’ll teach you in 5 minutes: 1. 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝘁𝗵𝗲 𝗦𝗶𝗻𝗴𝗹𝗲 𝗣𝗼𝗶𝗻𝘁 𝗼𝗳 𝗙𝗮𝗶𝗹𝘂𝗿𝗲 Every business has one. It’s the weak link that can break everything. → Find processes without backups. → Look for tasks that rely on one person. → Check for tools or systems with no alternatives. Awareness is the first step. 2. 𝗗𝗶𝘃𝗲𝗿𝘀𝗶𝗳𝘆 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀 Spread the load. Don’t let one person hold all the keys. → Cross-train your team. → Rotate tasks regularly. → Document procedures. Resilience comes from redundancy. 3. 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁 𝗥𝗼𝗯𝘂𝘀𝘁 𝗦𝘆𝘀𝘁𝗲𝗺𝘀 Systems are your safety net. They keep everything running smoothly. → Standardize processes. → Automate repetitive tasks. → Use project management tools. Systems reduce dependency on any single point. 4. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝗥𝗲𝗹𝗶𝗮𝗯𝗹𝗲 𝗕𝗮𝗰𝗸𝘂𝗽 𝗣𝗹𝗮𝗻 Be prepared for the unexpected. Have a Plan B. → Test your backups. → Create backup plans. → Backup data regularly. A good backup plan is your business insurance. 5. 𝗙𝗼𝘀𝘁𝗲𝗿 𝗮 𝗖𝘂𝗹𝘁𝘂𝗿𝗲 𝗼𝗳 𝗖𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝗜𝗺𝗽𝗿𝗼𝘃𝗲𝗺𝗲𝗻𝘁 Never stop improving. A stagnant business is a failing business. → Embrace change. → Encourage feedback. → Regularly review processes. Continuous improvement keeps your systems strong. 6. 𝗜𝗻𝘃𝗲𝘀𝘁 𝗶𝗻 𝗧𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 Your team is your greatest asset. Keep them sharp. → Offer regular training. → Encourage learning and growth. → Promote professional development. A skilled team can handle any challenge. 7. 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗲 𝗧𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆 Use tech to your advantage. It’s a powerful tool. → Use cloud solutions. → Use reliable software. → Stay updated with tech trends. Technology can minimize single points of failure. 8. 𝗠𝗼𝗻𝗶𝘁𝗼𝗿 𝗮𝗻𝗱 𝗘𝘃𝗮𝗹𝘂𝗮𝘁𝗲 𝗥𝗲𝗴𝘂𝗹𝗮𝗿𝗹𝘆 Keep an eye on your systems. Regular checks prevent issues. → Conduct regular audits. → Adjust strategies based on data. → Track key performance indicators. Proactive monitoring keeps your business running smoothly. 9. 𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗲 𝗮𝗻𝗱 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗲 Effective communication is key. Keep everyone in the loop. → Use collaboration tools. → Hold regular team meetings. → Foster open communication. Good communication can prevent many failures. 10. 𝗕𝗲 𝗥𝗲𝗮𝗱𝘆 𝘁𝗼 𝗣𝗶𝘃𝗼𝘁 Stay agile. Be ready to change direction if needed. → Watch market trends. → Be open to new ideas. → Adapt quickly to changes. Agility helps you stay ahead. That's it! — Like this post? Please let me know what you thought in the comments below. Also, click on my profile 👉 Jesse and subscribe to The Agency CEO Newsletter for weekly tips on scaling your agency. Ps. Want help implementing? DM me "Scale" to learn more.