At Omnicell I inherited a distributor business doing about $5M a year

At Omnicell I inherited a distributor business doing about $5M a year.

Three Regional Sales Managers, each running their own distributor book, each with their own way of doing things.

I wouldn't say the team was the problem. The structure was. A bunch of distributors, some performing, some not. No real scorecards. No quarterly meetings. No structure.

So I didn't cut headcount. One of the RSMs retired and I decided not to backfill. Restructured the territories instead.

For me, profit is everything. A lean team that knows what it's doing beats a bigger team every time.

18 months later we hit a record $15M year. With two people in the field.

Here's what stuck out to me. Growth requires structure, not just headcount. Most people throw headcount at the problem and think it will solve it.

You can't fix a broken engine by stepping on the gas.