00:00They brought in a lot of revenue loved by their customers.
00:03So you would say, well, what's wrong with that?
00:04Isn't that great?
00:05And you go, yes, it is great until you have this situation where you have somebody who
00:10is ostensibly bringing in the most revenue.
00:13But at the same time, you realize the margins of that revenue are not great because they
00:17keep giving away stuff for free overnight.
00:20You're reacting to every customer demand.
00:22So we're eroding the value of it.
00:24You're not able to deliver things in a systematic fashion because you don't know what they've
00:28promised.
00:28And they're operating outside the lines.
00:30So the choice came down to do you operationalize and systematize the sales organization and
00:37the sales team to operate in a consistent manner efficiently?
00:43Or do you say, I'm going to try and do that, but I'm going to carve out these couple of
00:48people just because of the revenue.
00:50You have to make that decision to say your top performer has to learn how to operate within
00:54the system.
00:55And if they can't, then this is no longer a fit.
00:58I'm going to try and do that.
01:00It's no longer a fit.
01:00I'll try and do that.
01:01I'm going to try and do that.
01:02I'll try and do that again.
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