Play to your strengths

“What great leaders have in common is that each truly knows his or her strengths – and can call on the right strength at the right time.” 
― Tom Rath

I’ve been working along side my partner Tim building Rotary Digital since 2017. I’ve always been a pure ad sales guy. I judge the productivity of most days based on how much revenue I generate. This approach has carried me for thirty years.

When Tim and I started this company, I knew that this approach was where I brought the most value. I am fortunate that Tim was (and is still is) very good at the operations and editorial side of the business allowing me to focus on the revenue side of things.

Fast forward, we’ve hired a great seller and as the company grows, this allows me to take a broader view of my responsibilities and opportunities for the company. Some would say that’s great, but for me, it always gnawed at me just a little.

Our focus has always been to be a small, nimble company. This nimbleness has come in handy during downtimes like COVID and even during prosperous times allowing us to save and grow in other areas.

I have always said that when we built this company that we did not want to become the next Starbucks, but a really cool and profitable corner coffee shop.

So as we’ve grown, I’ve learned that although I’m a co-owner and have larger responsibilities, my best asset is making coffee (read - ad revenue). As an owner in a company that’s growing, my responsibilities and approach must evolve, but I think its important not to walk away from the strengths that got me here. By remaining focused on the things that I do best, I continue to put the company in the best position to succeed.

Focusing on my strengths brings optimal productivity: Over the years as a seller I’ve become very productive and found ways to drive revenue efficiently for the company. While I want our current sales team to succeed and grow, I’m doing the company a disservice by not leveraging my relationships and helping as well. Everyone needs to be in the boat.

Selling keeps me motivated: I like selling and I still get a charge out of closing a deal no matter the size. These wins keep me motivated and remind me of why this company works and that we are well positioned to succeed.

It’s a competitive advantage: I’m not Willy Loman but I’m pretty good at what I do. My years of sales experience and relationships are a competitive advantage for the company - why would I not capitalize on them?

Sales builds confidence: When I leverage my best strengths for the good of the company, I feel more confident that I’m adding the right value and that confidence bleeds into other decisions I need to make for Rotary Digital.

Focusing on sales creates efficiency: I can invest time, energy, and resources into areas where I can help us succeed, rather than spreading myself too thin across tasks that might not generate the same returns.

Selling allows me to focus on networking and collaboration: When I focus on my strengths, I’m in the proper mindset to attract clients and potential partnership opportunities. This allows me to open the right doors for the company.

Sales brings me personal fulfillment: Staying close to my strengths is flat out fulfilling. When I see that I’m adding value to our small company, I feel a great sense of achievement and purpose.

I certainly have other responsibilities as an owner to help us grow, but I always remind myself to lean into my strengths. It’s a great reminder to remember that whether you are on a team or just looking to climb the professional ladder, never forget what got you there.

Let me know if you like this post here. Much appreciated.

I’m one of the founders of Rotary Digital. I’m an entrepreneur and advertising veteran for 30+ years counting. I’m married with three beautiful kids and one day hope to make art full time and continue to eat at Whole Foods.