When my quarterly update comes weeks behind the typical schedule, you know it’s been a busy couple of months! Among other quiet achievements in the second quarter, we drove double digit growth in our Inside Sales teams, including a 28% increase versus the same quarter last year in the new OPTIMA™ acquisitions. We put the accelerator down across field sales teams as well and drove similarly impressive trends, achieving the highest Q2 per-rep OPTIMA™ acquisitions stats in our company’s history and not surprisingly, setting an all-time record for companywide Q2 per rep revenue productivity as well.
Just as importantly, we spent the quarter executing on the quiet but gritty things that support consistent growth and growing scale. We devoted long hours of hard work and hard thinking to the upcoming transition of our existing ERP, which will go live now in just a few days. We updated and enriched both our field sales and inside sales compensation structure to align efforts and outcomes to larger immediate and long-term earnings. We added land to our in-person geographic coverage area for photographers and field sales team members, opening up markets that will surge with new customers, promotions and significant revenue growth in future months. We are tooling our client services, proprietary technology stack, and marketing solutions to leverage the incredible power of AI. Each of these initiatives are investments that will build the business, accelerate our growth, and deliver superior value to the most important people in the US economy – our small business customers.
Every day, smart, very hardworking people show up early here and leave late. Yet I think all of us have the feeling at the end of each day that we’ve wrapped up with still a ton of really good, really important work that is yet to be done. That’s a great feeling, a true privilege in our working lives and careers, to do meaningful work, for great customers, and to improve every week, while we know with a sense of certainty and no small amount of urgency that more is out there. Let’s keep focused and keep building.
— Abe
