Explore the balance between founder-led and team-led sales in agencies, highlighting the importance of founder involvement, team autonomy, and sustainable strategies for long-term success.

Shifting to a sustainable sales strategy, including a clear founder-led vision, collaborative culture, and balanced investment in internal growth, becomes pivotal. Nurturing a self-motivated team aligned with the agency’s vision is key.

Recognising the founder’s role as a leader, not just a doer, and delegating tasks ensures future-oriented growth. Adopting these strategies, even late in the agency’s journey, promises a more successful outcome, according to Adam Graham, Founder & MD of Gray Matters, a consultancy that helps B2B businesses of various sizes.