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>> is your business growing, or is it going the other way because that's going to affect the value also. >> absolutely. >> let's move on to the last question about finding balance in your business. >> how do you manage the employment sales balance. as a growing company you can outsell your team very quickly or you can overstaff for the sales opportunities you have. so what's your advice to balance that out? >> by and large one of the things i like to do is part of an industry, look at the industry averages, see what other people are doing, how much they are selling per employee, that will give...

You taic that with you. >> also look is your business growing or is it going the other way because that's going to affect the value also significantly. >> absolutely. >> let's move on to the last question about finding balance in your business. >> how do you manage the employment sales balance, because as a growing company, you can outsell your team very quickly or overstaff for the sales opportunities you have, so what's your advice to balance that out? >> by and large one of the things i like to do, look at the industry averages, see what other people are doing, how much they're selling per ...

While no one is doing work. half your team sits there. sales peak they start working and those people don't need to sell and you go through the double helix trap. the solution comes from manufacturing. hedgehog letterworks uses lean prinz. have a worker skilled on a diverse set of skills. your sales people also need to be able to deliver the work and the people delivering the work need to sell. if you can balance out your team with both skill sets, now when you go through peaks and valleys you can shift your team internally and you never are completed on resources. >> have you been able to do ...