Foundation First: Building Your Sales Infrastructure
From Henry Wellington’s guide series Small Business Sales Playbook: Essential SOPs for Growing Revenue Without Burning Out.
This is chapter 1 of the series. See the complete guide for the full picture, or work through the chapters in sequence.
Building a successful sales operation without proper infrastructure is like trying to construct a skyscraper on sand—it might look impressive at first, but it won’t withstand the pressures of growth. Most small businesses jump headfirst into sales activities without establishing the fundamental systems that make those activities effective, repeatable, and scalable. This chapter focuses on creating the bedrock of your sales operation: the infrastructure that will support everything else you build.