Sales Systems
The Most Profitable System
Many business owners mistakenly believe that sales systems consist merely of a CRM and occasional social media posts. While these tools support the sales department, they are not true sales systems.
True sales systems go beyond social media, AI, fancy CRMs, and a few follow-up emails. A comprehensive sales system is designed to accelerate growth through the most profitable hire any business can make, yielding returns well above 500% year on year.
At Systems and Teams, we believe everything starts with well-built systems and processes. If we build these correctly, hiring and managing the team becomes simple. However, when it comes to frontline team members, such as sales reps or customer-facing associates, we must extend our systems and processes to attract, screen, hire, and onboard these powerhouse individuals. This ensures we integrate the right personality traits into the business for optimal performance.
A CRM Is Not a Sales System
With experience optimizing over 1,000 businesses across more than 100 industries, Systems and Teams has developed an effective sales system protocol. Our approach starts with understanding the business, then focuses on hiring, and finally implements systems to ramp up the sales team to achieve a minimum of 500% ROI.
Hiring the right sales representative can be transformative for your company, potentially resulting in millions of dollars in revenue. A top-performing sales rep, aligned with your company’s culture and mission, can significantly impact your business not only by closing deals but also by contributing to overall growth and improvement.
A well-aligned hire, who views the role as a long-term commitment and has a genuine interest in your industry, reduces turnover and increases the stability and morale of your sales team. This ensures that the sales rep sees this opportunity as a career where they can grow and thrive, leading to better performance and higher retention rates.
Building the right environment is crucial for your sales team to flourish. It’s not enough to have a good product or service that is easy to sell or that is in high demand; the business environment must be designed to minimize friction and enable rapid performance. Once these sales systems are created, they can be replicated effortlessly to generate continuous revenue.
To generate this ideal environment, we must have a proven product or service with consistent lead flow and a well-defined lead acquisition system. Consistency in lead flow is key, with a minimum of three meetings per day for two months as an ideal benchmark. This helps sales reps improve their skills faster and instills confidence in the company’s stability and growth potential. A high volume of leads reduces desperation and allows sales reps to focus on qualifying and closing deals effectively.
It’s not enough to have a good product or service that is easy to sell or that is in high demand; the business environment must be designed to minimize friction and enable rapid performance.
Ensuring that your company’s culture, product, and mission are finely tuned before hiring can save time and resources, resulting in a more efficient hiring process and a more effective sales team. When sales reps are passionate about the product and the industry, they are more likely to go the extra mile, suggesting improvements, generating leads, and training future salespeople.
The focus on hiring your next sales rep or team shouldn’t be solely based on who has the most experience. Our data-driven attracting, onboarding, screening, and hiring processes, along with multiple personality screening systems, offer calculation frameworks, and desire reading protocols, ensure the right fit.
Sales Systems Philosophy
At Systems and Teams, our goal is to create a robust and friction-free sales system that empowers our clients' sales teams to thrive and achieve multi figure ROI.
We focus on data driven hiring, effective onboarding, and consistent workflow management to ensure rapid cash heavy growth.
Sales always start with the product or service. If the business hasn't been optimized and there is chaos, or the product or service is not perfected in terms of delivery, then pouring more sales into the fulfillment team will only amplify problems. Too many business owners focus on growth and revenue instead of organization. Slowing down, perfecting the systems first, stress testing them, and then growing with a few well-selected sales team members is the path to freedom.
Hiring the ideal sales rep can take months. It's not enough to find someone who is good, can talk the talk, or has experience. We must attract, screen, onboard, and ramp the sales rep to achieve a 500% ROI. Simply hiring someone and throwing them into a CRM to close deals is a surefire way to burn them out and cause damage to your team and future customers. Hiring a sales rep is unique because their daily processes are less constrained and more variable. This means everything else they interact with must be consistent and fixed, with no room for errors or unknowns.
Daily workflow management is critical to a successful sales system. Tracking key performance indicators (KPIs) on a month-to-month basis helps in understanding trends and making informed decisions. It's important to monitor the short-term performance of sales reps, including their attendance at appointments and the quality of their interactions with prospects. This goes well beyond the close rate and revenue generated, these 2 metrics are lagging indicators of true problems or massive market changes that happening under the surface. If business owners manage the correct KPIs they can get ahead of the market to capitalise on its direction
Maintaining the emotional well-being of sales reps is crucial for sustained performance. Sales can be a turbulent job, and ensuring that reps are happy and hopeful can prevent neediness and desperation that negatively impact their performance. Regular check-ins to understand their personal and professional challenges, providing a high volume of qualified leads, and offering a scalable commission structure can significantly boost their morale and productivity.
Sales managers should work for the sales team, doing whatever possible to make their job easier. This requires an ego shift from "knowing" to "listening" while using our sales system library to solve predicted problems as they appear.
Simply hiring someone and throwing them into a CRM to close deals is a surefire way to burn them out and cause damage to your team and future customers.
Effective lead management ensures that sales reps have a steady flow of quality leads. This involves checking calendars daily to ensure they are fully booked, reviewing cancellation and no-show rates, and adjusting booking windows to optimize appointment schedules. Testing notification and reminder systems can reduce the likelihood of missed appointments, ensuring that prospects are well-informed and engaged.
Quality control is an ongoing process that involves reviewing KPIs, spot-checking call recordings, and validating the quality of applications. This helps in identifying trends and making necessary adjustments to improve performance. Supporting duties such as ensuring CRM notes are updated, follow-up calls are scheduled, and SMS balances are maintained are essential for smooth operations.
Due to the need for certainty in hiring, onboarding, and daily operational management of a sales team, we maintain a strong focus throughout the entire journey of building sales teams for our clients. Our approach to attracting, screening, testing, making offers, onboarding, and ramping is data-driven and personality trait-focused, avoiding traditional interviews.
Once hired, our sales systems ensure the correct training is delivered in the right sequence, covering product, market, customer, and sales training. Many businesses wrongly assume sales reps come fully prepared or can learn on the job under senior reps. This leaves room for error and misinterpretation, which can cost the business in lost deals.
Training across these four dimensions is important but not enough. We must develop the ideal environment for the sales rep to thrive. This includes their daily interaction zone, where they manage, think, contact, follow up, and engage with the market. It goes beyond a simple CRM. We must track, measure, consolidate, coach, manage, and remove all friction for the sales rep.
They should be able to focus 100% on the customer's needs and the deals at hand, without battling with marketing, managing emails, sorting their calendar, or writing quotes just before a sales negotiation. While it's not unfair to expect a sales rep to self-manage, if the most profitable thing they can do is close sales, we should optimize their workflow for that single conversion point rather than enforcing supportive structures. This is why building the perfect sales environment for your sales rep and sales manager to thrive in is crucial.
Key Areas of Sales Systems:
Sales Team Prerequisite
Installing key foundational components in your business enables top reps to hit the ground running, setting the stage for success. Organising these elements before onboarding a sales team saves time, reduces stress, and cuts costs.
Commission Structure & KPIS
Design an effective commission plan and align KPIs to attract top industry sales reps, ensuring sales teams stay motivated and focused on reaching targets.
Appointment & Booking System
Set up a booking system to expand your sales team and increase appointment capacity with ease. Adopt a protocol for steady, simple progress toward your business objectives.
Building Intake Forms
Assist your sales team by building a range of intake forms to streamline your deal stages and predict cash flow effectively. Allow your sales reps to manage their pipelines with precision with this structured approach.
Deal & CRM Design
Transform your sales process by mapping and planning deal stages to boost efficiency, and gain valuable insight to optimise your sales management.
Building a Sales CRM
Don’t struggle with reorganising your processes every time your company experiences growth. Implement a built-in scalability factor by developing a CRM that performs exceptionally, regardless of your team’s size.
Sales Team Automations
Enhance the productivity and performance of your sales team by integrating your booking and lead systems with powerful automations, and free yourself the hassle of micromanagement.
Sales Training Systems
Business runs smoothly with fewer demands on your time. Develop a comprehensive sales training system to ensure consistent onboarding for every new hire.
Recruiting Application Systems
Attract the perfect candidates from the get-go by creating an efficient recruitment application system, and experience the ease that comes with having a seamless candidate management process.
Onboarding & Ramping System
Ensure a smooth start for your new sales reps with a comprehensive onboarding and ramping system, saving you time and stress, and allowing you to focus on other aspects of your business.
Interview & Screening Process
Implement a strategic approach to interviewing for person-to-person-to-profit roles that aligns with the needs of your business, and ensure that new candidates can drive growth and contribute to your overall success.
Recruiting Top Performers
Minimise the risk of mismatches and set the stage for a successful onboarding process, ultimately leading to a more cohesive and productive team, by defining your ideal candidate and crafting compelling job ads.
Sales Manager Workflow
Overcome the challenges of managing your sales team with proven protocols that drive success, allowing your team to thrive without relying on your constant input or daily micromanagement.
"I was able to lock in 2 hours of my day just to focus on building processes.
I'm looking forward to meeting with you over Zoom in the next few weeks and showing you my progress."
Alex P
"I actually teared up during this. I feel such a sense of being validated and seen. Thanks Jamie, I am definitely in the right place."
Adena B
Six Areas For Operational Excellence
Instead of spending the next few years acting as a firefighter in your business as you figure it out alone, we'll save you from the time, money, and stress of trial and error when you switch from “business operator” to “business owner”.
Explore the 6 core system areas where we can reduce friction and drive growth for your business. No specific order of these is required.
Optimize your operations, services, and team for greater efficiency, productivity, and happiness. Reclaim an average of 4-6 hours per week per employee / founder.
Foster accountability and transparency across teams by reducing meetings, emails, and time on Slack. Cultivate ownership and a team-wide commitment by making information and skills accessible to all.
Eliminate assumptions and ambiguity. Our Perfect Process Method™ replicates the effectiveness of A-players, duplicates decision makers, and clones creativity.
Streamline your hiring process by reducing time spent on applications and interviews. With our systems-first approach, focus on attracting the right person for the right system, rather than role-first hiring.
Begin to run your business like an operator and an investor. Develop dashboards, operational systems, and KPI levers that enable your business to function with clock-like predictability.
Integrate our top-performing sales systems to easily boost revenue per employee with less effort. This integration also provides increased visibility to identify and address sales problems before they escalate.
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