14d • SellingOnline.com
The Hardest Admission I Made About Scale
Looking back at the years between 2015 and 2020, I had to admit something that wasn’t comfortable.
I wasn’t really scaling a business.
I was scaling my effort.
Sales came from me being available.
Momentum came from me pushing.
Problems got solved because I stepped in.
At the time, I told myself that was what leadership looked like.
Being involved.
Being responsive.
Being everywhere.
But every time I tried to pull back, the system didn’t hold.
Revenue slowed.
Follow ups slipped.
Opportunities stalled.
That wasn’t bad luck.
That was information.
It showed me the business didn’t know how to sell without me.
It only knew how to perform when I was present.
That’s a dangerous place to be if you want to scale.
Because effort can create income.
But it can’t create leverage.
What I see now is that real scale only happens when selling stops being dependent on your energy.
When demand is created without you initiating every conversation.
When systems carry the weight instead of your nervous system.
Now I realize for my first 5 years I was building skill.
What I wasn’t building was infrastructure.
Once that shifted, selling stopped feeling like pressure.
It started feeling predictable.
If you stepped away from selling for a week, what would still move forward without you?
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The Hardest Admission I Made About Scale
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