In this brief presentation, the speaker uses a body metaphor to explain the three core pillars of a business. Sales is described as the face of the company—the public‑facing element that sets the tone and makes promises to customers. Administration is likened to the body, the central system that touches every part of the operation. Production is portrayed as the hands, the team that fulfills the promises made by the sales "mouth". The speaker stresses that because sales is the visible face, it must be careful not to overpromise, as production must deliver on those promises. The core message is that sales uniquely sets the company’s tone and must align its promises with production capabilities.
Chapters
Think of your company as like a body, as I have shown here. I tend to see sales as the face of the company, not the head, because that's where the brains are. Sales is the face of the company. We're the people that everybody sees. We're knocking doors, we're running sales appointments, we're doing home shows, we do events. People see our face. Another key distinction about the face is that that's where the mouth is. I tend to see administration as the body of the company. You know, very little happens inside of a business without administration touching it one way or another. Everything is attached to the body, and that's administration. It's the body of the company, not the belly. I tend to see production as the hands of the business. Production, installation, delivery, fulfillment, whatever you guys phrase it, they're the people who actually have to put the product that was purchased into the hands of the customer. That's what production does. They're the ones who have to make good on all the promises that the mouth made. It's usually the first moment of awkwardness. People go, oh yeah, that's true, huh? So if you're out there promising a free back rub with every new floor surfacing, guess who's doing the rubbing? That's right, it's awkward. Don't do that. When it comes to all of the different departments that exist inside of a company, when it comes to those 3 different pillars, I think that sales is unique. And the reason why is because I I believe firmly, and the more and more I have spent time in this, the more and more I believe this. Sales sets the tone. We set the tone.
