Louis Massaro argues that training front-line team members is the highest-leverage growth activity. A 5% increase in booking percentage materially impacts numbers, so organizations should train the people handling leads before scaling lead generation through videos or ads.
If you think about your week, I'm too busy. I'm too busy. What's more important than equipping your troops with the mindset, the tactics, the strategies, the implementation that they need to go get you money? You put people on phones, you give them a lead. You've all seen what, like, increasing booking percentage can do by just 5% to your numbers, right? This is the most important thing. So right now, you have some leads coming in, shooting the videos, running ads, all of that stuff is great. But we first have to make sure that what we're sending them into is strong. And that really starts with training the people that are on the front line.
