What does it take to transition from a government employee to building and successfully exiting two multi-million dollar tech distribution companies? In this episode, seasoned sales expert and author Glenn Poulos shares the raw, unfiltered truth about scaling a business, learning from failed acquisitions, and avoiding the trap of "shiny object syndrome". Discover why most companies fail at customer experience despite claiming otherwise, and how adopting a simple, relentless policy of being a pleasure to work with transforms customer retention. Plus, learn why putting your top revenue producer into a management role could be destroying your sales pipeline, and how to structure your team for sustainable, scalable success using accountability charts.
KEY TAKEAWAYS
Always be a pleasure to do business with: Exceptional customer service comes down to basic details like answering calls with real humans and responding to inquiries with care.
Beware the "Reverse Midas Touch": Success in one core business doesn't mean you can launch a side venture without investing the exact same focus and energy.
Structure your business before placing people: Using an accountability chart helps prevent putting high-performing producers into roles they aren't suited to manage.
Top salespeople rarely make great sales managers: Promoting your highest producer to manager deprives the business of their core strength while misaligning team leadership.
Focus on your core strengths to maximise valuation: Cutting unaligned business divisions allows you to double down on core operations and scale toward record exit valuations.
QUOTES
"The salesmen could only leverage themselves one to one, whereas the owner can leverage themselves one to many."
"Get, act, and stay in front of your customers and be a pleasure to do business with always."
"The reverse Midas touch is where everything you touch, other than your core business, turns to shit."
"Don't think just because you can sell products, you can climb a tower and put them up."
"Structure first, people second. Look at your business holistically and figure out what you need."
Glenn Poulos Links
https://glennpoulos.com/
https://www.linkedin.com/in/glennpoulos/
https://www.instagram.com/glenn.poulos/?hl=en
WILL STEEL LINKS 🔥
Connect with Will Steel – Business Coach & High Performance Transformation Expert If you're ready to level up your mindset, scale your business, and unlock peak performance, check out Will Steel’s coaching and content below:
🌐 Official Website https://willsteel.com/
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📘 Facebook https://www.facebook.com/willsteelcoaching/
💼 LinkedIn https://www.linkedin.com/in/will-steel-business-coach-high-performance-transform
