Don't Turn It Off

The Simple Newsletter - Issue # 060

ADAM'S THOUGHTS:

I’ve been thinking about sales a lot lately.

Many of our clients are finally moving from being the practitioner in their business… to being the owner.

And what that usually means is they have to delegate sales. Not all of it, but some of it.

As I’ve reflected on my two-plus decades in business, I’ve realized something interesting. I’ve done sales in almost every form imaginable:

Face-to-face.

Networking events.

Seminars.

Cold calling.

Social media outreach.

Advertising.

Hiring salespeople.

Lead magnets.

Email campaigns.

And here’s the cool part:

They all work.

The problem isn’t the method.

The problem is what people do when they decide to delegate it.

When they’re about to spend money hiring someone…

Or invest in advertising…

Or launch a campaign…

They stop doing what built the company in the first place.

They shut off the engine that’s currently running — in order to build a new one.

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ADAM'S LESSON:

If you’re going to transition sales to someone else or to another channel, you must first know your numbers.

Sales has always had a cost — even when you didn’t see it.

If you’re spending money on ads, that cost is obvious.

But if you’ve been doing it yourself? That’s sweat equity. And that has a cost too.

Let’s keep the math simple.

If you make $250,000 per year, divide that by 2,000 working hours.

That’s $125 per hour.

If you spent:

• 10 hours prospecting

• 5 hours in sales appointments

• 5 hours closing

  
  

That’s 20 hours in a month.

20 hours × $125 = $2,500.

So you “spent” $2,500 on sales that month.

If your product is $2,500 and you sold one, you broke even on your time.

Sell two? You’ve generated margin.

Sell three? Now you can:

• Pay yourself

• Cover expenses

• Pay taxes

• And potentially reinvest into a new sales channel

But here’s where most people get caught:

They stop doing what works… before the new system is profitable.

They hire a salesperson for $5,000 per month.

That person closes three deals.

And suddenly the owner is confused why they’re making less money than before.

It’s not that the new system doesn’t work.

It’s that they turned off the old one too soon.

This is just math.

You must understand:

• What it cost you to build the company you have

• And what it will cost you to build the company where you operate as CEO

Delegation isn’t magic.

It’s a financial transition.

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So here's my question for you this week:

Have you clearly calculated what your current sales process actually costs you — in time and money — before trying to replace or delegate it?

Reply and tell me what you figured out. While I can’t respond to every message, Tom and I read every reply, and we genuinely appreciate hearing from you.

That’s all for this week.

See you next Saturday.

-Adam

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