You have proved your concept and ramped up your sales efforts. Now your team needs additional resources to keep up with delivery. You’ll know when your sales starts to outstrip your ability to produce and deliver.
Every new business will experience the lag between sales picking up and the ability to deliver. It doesn’t matter if you deliver a service (and so need more experts) or a product (and so need more people to assemble your widgets). There will come a time when you now need to grow your team.
Starting off you needed a certain kind of rugged individualist who had a healthy disregard for rules, regulations and obstacles. Now you need some order and control or you will lose complete track of where your business is up to. That doesn’t mean the old team have to go, but it does mean that the business has to change.
It may be that your old team can learn to accommodate the new order, or maybe you can start something else new and fun with them – a new company, maybe the same company in a different country – it’s up to you and them.
This company though, the one that you have carefully nurtured from an idea, this company needs a team that is better at building, motivating, training and directing teams and being a member of a team, is better at keeping records, and is better at producing a consistent outcome. Being able to consistently deliver what your client needs and wants goes a long way to making your subsequent sales efforts easier.
Now your team is more than the happy group of friends who started the thing off – now you need HR and People Skills and stuff. You have to be able to share the vision with people who don’t own part of the organisation, people who are twenty-year veterans and others who are junior trainees.
You need to consider what skills you need in each position in your team (some call this a Position Description) as well as what positions you need. How will you find the right people and ensure that they have all or at least most of what you require? How will you train those that need it, and provide ongoing training as new discoveries are made? For example sales people in olden times only needed an order book and something to write with. Now they need a range of phones, tablets and other specialist devices, all connected to the internet and capable of everything from showing promotional videos to placing real-time orders. What balance between fixed salary and incentives (eg commission selling) will you establish for each position? Sales people get commission based on sales, other staff might get a bonus based on a relevant performance indicator – for example production staff might be rewarded for a low failure rate in the finished product.
If you can’t evolve into an organisation that can inspire others and keep them involved then your new business will deliver less and less and eventually nobody will buy from you at all.
This is the Manager in the E-Myth book. Read it to discover what this new part of your business looks like.