Stop Setting Goals. Start Identifying Constraints.
Description
As we think about year-end planning, I want to challenge how you're setting goals. Most people set goals based on what they want: "I want more brand growth, more leads, smoother operations." I have a different outlook. Your business is a system, and systems are only capable of producing output according to what the constraints allow. So instead of saying what you want, ask: "What are the constraints keeping us from getting there?" Not getting enough leads? Sales process isn't good? Delivery isn't smooth? Write down all the problems, then identify the ONE highest-leverage constraint—the bottleneck where fixing it changes throughput dramatically. This episode breaks down why identifying the one constraint is really fucking hard (you'll feel FOMO, you'll want to tackle three problems instead of one), and why most sub-eight-figure businesses can only solve one constraint at a time. I just went through this exercise myself this morning, and here's an example: if your sales process is leaking shit everywhere, does it make sense to 10X your brand growth and leads first? No—because you're just wasting that effort. Fix the conversion constraint before the lead growth constraint. Learn how to audit constraints, discipline yourself to pick the one with greatest impact, and put all the wood behind that arrow instead of diluting effort across 27 problems.
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Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.
About Ray:
→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.
→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.
→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com
→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.
→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com
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