Don't Just Hire More People, Fix the Process First

It’s a common scenario: your sales team is overwhelmed, your marketing team is struggling with lead follow-up, and your customer service is stretched thin.

The immediate, natural response is to hire more people. But what if adding more people actually makes the problem worse? 

Adding headcount to a broken process is like adding fuel to a leaking tank. The faster you pour it in, the more you lose. Without a solid, repeatable process in place, new hires will inherit the same inefficiencies and frustrations as your current team. You’ll spend more time and money on training, and ultimately, you’ll just increase the chaos. 

The High Cost of Unmanaged Processes 

An unmanaged process is a hidden drain on your business. It leads to: 

• Rework Loops: Your team members spend time doing the same task twice because of unclear handoffs. 

• Dead Time: Leads or customers sit idle for days because no one knows who is responsible for the next step. 

• Inconsistent Performance: Your top performers have figured out a workaround, but the rest of the team is struggling with the inefficient official process. 

• Employee Churn: Talented new hires become frustrated with the lack of clarity and leave, taking your investment with them. 

A Practical Guide to Optimising Your Revenue Processes 

Before you post that next job ad, take these four steps to build a high-performance machine that every new hire can step into with confidence: 

1. Map Your Current Processes 

Gather your teams and write down every single step in your sales, marketing, and customer service processes. Be specific. Don't write "follow up with lead", instead, write "send email to lead 24 hours after they download a guide." This level of detail helps you see exactly where the friction is. 

2. Identify and Eliminate Inefficiencies 

Look at your process map and hunt for rework loops and dead time. Are salespeople manually entering data that marketing has already collected? Is a new customer waiting three days for their welcome email because it's a manual process? These are the inefficiencies that kill productivity and stunt your growth. 

3. Create Clear Process Guides and Playbooks 

Once you’ve identified the new, streamlined process, document it. Create clear, easy-to-follow process guides that explain who does what, when, and how. Include templates, scripts, and automation rules. This ensures that every member of your team - from the newest hire to the most experienced leader - is following the same, high-performance playbook. 

4. Test and Roll Out 

Don’t roll out a new process to your entire team at once. Test it with a small, focused group first. Get their feedback, make any necessary adjustments, and then roll it out to the rest of the organisation. This makes adoption much smoother and more successful. 

Example in Action: 

A Sydney-based COO was frustrated with the amount of time their sales team spent on administrative tasks. The team was manually creating and sending out contracts, which often led to errors and delays. By adding a single online form in HubSpot that automatically pulled deal data and filled contract fields, they eliminated 20% of their team's administrative work - freeing them up to spend more time selling. 

Ultimately, investing in your processes is the most effective way to ensure that your hiring strategy is a success. By building a high-performance engine first, you ensure that every person you hire becomes a force multiplier, not just another cog in a broken machine. 

🚀 Schedule a RevOps Process Optimisation Session to build a scalable, high-performance engine that makes every hire a force multiplier.