Natalie Dawson

And we don't know what is the right idea to bring in because there isn't a core understanding of what makes this business run today.

And the last thing that you want to do is bring on a leader.

Let's say your business is doing $10 million of revenue and you think that there's somebody out there that is smarter than you who's going to entirely change your sales process.

Maybe you weren't the best salesperson.

You hired a salesperson on very early.

They've tapped out in their ability to add additional salespeople and really properly run a sales team.

Right?

Well, as soon as that's happened and you're going to bring on this external person, it would be great if they could add $20 million of revenue.

But if it's through some different product and different service and different way that disrupts what got you to $10 million, you're not at $10 million any longer.

You're at 8 million or 7 million, and there's real slipbacks that happen.

And to me, that's more of the reality that I see, which is the slipback because the business owner doesn't know enough about the core parts of the business to decide how the business is run, what the core offer is, to have the confidence to then bring on people who are additive that can't break the business.

And they can't dupe you if you know what you are already doing.

If you're really willing to model what is currently being done and they are willing to be humble enough to come into your environment and learn the reasons why, this doesn't have to take years.

This can take a handful of months.

I'm not talking about like stifling innovation for quarters and quarters or years and years to make sure that they like really are indoctrinated with the way that the organization works.

Absolutely not.

That wouldn't work.

The way you have to do it is quickly assessing that they understand the way that things work inside your current business.

We just recently brought on a new C-suite within the first handful of weeks.

I can tell that he's picking up on what our core business does.