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run_frictionless: How to scale a founder out of as a sales role
They look for that wonderful person who will step into the business, so they can step out. When they do try hiring a replacement, more often than not the new hire fails after 3 months, and they repeat the cycle again.
What they don't realize is that those who are awesome at sales aren't applying for their job ad. They are busy doing their own startup or working a high-paid corporate job.
Enter the 4Qs framework
Now there is a new method. Instead of playing dice with hires, founders can free themselves of a sales role using a robust decision-making framework called the 4Qs.
The 4Qs organize your people and processes into four Quadrants, such that everyone has a clear picture of how their role and processes touch a customer. Founders are customer-centric creatures, so this is an important step in preventing founders from 'jumping back in'.
Minute-by-minute, hour-by-hour, founders can track what Quadrants they are working in and test what types of activities reduce friction.
As the business adds headcount, the founder begins delegating leadership, by assigning staff to become quadrant leaders. Rather than hastily hiring a replacement, the 4Qs frees a founder of a sales role, one Quadrant at a time.
Prepare yourself for self-awareness. The 4Qs illuminates which Quadrants founders prefer and which Quadrants they lack expertise or initiative. They can maintain control over Quadrants they enjoy while grooming others to run less desirable Quadrants.
Available in print and digital edition
The 4Qs was written in 2018 by Australian entrepreneur Anthony Coundouris. The author has rolled out the 4Qs to countless organizations that have enjoyed double digital growth. Now this framework is available as a do-it-yourself book titled run frictionless:
run_frictionless has garnished over 30 positive reviews from founders, sales teams, and business coaches alike. It is time to run frictionless. A download of the introduction is available free 💥 http://bit.ly/
"a smart framework for the entire go-to-market strategy."
- Ethan Beute, Author, Host, The Customer Experience podcast
"as I'm reading the book, I'm nodding and saying, yep, yep, yep."
- Fred Diamond, Co-Founder, Award-Winning Sales Game Changers podcast