Tony DeQuick, owner of Entropy Radiator, shares his transformative journey in upgrading his sales team and shop manager, resulting in significant growth for his business.

After struggling with sales performance, Tony realized the need for capable salespeople who could effectively communicate with customers about their custom cooling products for high-performance vehicles.

Over time, he realized he needed to upgrade his sales team and shop manager, which ultimately led to significant revenue increases. Tony recounts the challenges faced during the pandemic, especially concerning supply chain issues and how those tribulations shaped his approach to sales and team management. After experiencing stagnation in sales due to underperforming team members, he reached out for expert guidance, resulting in the hiring of a new sales rep, whose presence revitalized sales and grew revenue to their best month's ever.

Takeaways:

• Tony DeQuick experienced a significant revenue increase after upgrading his lowest performing sales rep.
• The importance of hiring salespeople who can inspire and drive growth in a business.
• Tony's journey illustrates how upgrading team members can lead to unexpected operational improvements.

Which end of the spectrum do you fall on and how do you better lead your company?

On this episode, I discuss the age old question of working on vs. in your business, but more importantly, how to figure out what’s right for your business right now.

“A business will only grow to the skill or belief level of the owner, whichever is lower.” — Joshua Long

The first of the three fundamentals of business success is luck, commonly masquerading as good timing. By getting into a business or market at the right time, the market factors act like a rising tide that lifts all businesses.

“The reactionary owner earns a salary, while the proactive owner builds assets.” — Joshua Long

Congratulations! You have invested more effort than many of your peers to get to this point of the book. I hope you found useful insights and strategies throughout that will make you a better business owner and help you unlock new growth by finding and fixing your bottlenecks.

My goal with this chapter is to reward you for the hard work of getting here.

“Cat: Where are you going?

Alice: Which way should I go?

Cat: That depends on where you are going.

Alice: I don’t know.

Cat: Then it doesn’t matter which way you go.”

— Lewis Carroll, Alice in Wonderland

“Delegation requires the willingness to pay for short-term failures in order to gain long-term competency.” — Dave Ramsey

If you’re like most business owners, you suffer at times from Commonsense-itis. It’s a sneaky disease that labels so much of what you know and believe as common sense, expecting everyone you interact with to make the same decisions you would in any situation. The higher your intelligence, the higher the odds you are afflicted with it.

“Systems permit ordinary people to achieve extraordinary results predictably.” — Michael Gerber

As I’ve mentioned earlier in this book, nearly every one of my clients came to me with a marketing need, typically focused on generating more leads to help grow their company. In roughly half the cases, they actually had a systems problem or, better stated, they didn’t have anything documented to keep from having to reinvent the wheel every day.

“Your success in life can usually be measured by the number of uncomfortable conversations you are willing to have.” — Tim Ferriss

If you’re anything like me, you’ve grown up with a healthy dose of altruism burned into your subconscious. We’re taught that putting others’ needs before our own is a worthy character trait, and I don’t disagree with that. I just think it gets severely distorted, especially when used as a method of control or manipulation.