{"id":960,"date":"2020-01-03T10:10:46","date_gmt":"2020-01-03T10:10:46","guid":{"rendered":"https:\/\/www.stokegrowth.com\/?p=960"},"modified":"2020-03-09T06:50:24","modified_gmt":"2020-03-09T06:50:24","slug":"sales-system","status":"publish","type":"post","link":"https:\/\/www.stokegrowth.com\/sales-system\/","title":{"rendered":"4 steps to a sales system that functions with or without you"},"content":{"rendered":"

Yesterday we talked about you stepping into Rainmaker Mode<\/a>.<\/span><\/p>\n

Now we\u2019re going to talk about how to transfer that role to others, if you need to hire a new salesperson one day. (But make sure you know the real reasons why you should NOT hire a salesperson right now<\/a> before you make any decisions.)<\/span><\/p>\n

First, a disclaimer…<\/b><\/h2>\n

You still need to stay in your Rainmaker Mode.\u00a0<\/strong><\/p>\n

Hiring salespeople is about handing off the sales \u201caction items.\u201d We want you to spend less time doing quotes or estimates so you can stay in your rainmaker role & do more podcasts\u2026 or speaking gigs\u2026 or conferences.<\/span><\/p>\n

Now that\u2019s out of the way, let\u2019s dig in…<\/span><\/p>\n

Step 1: Document your process<\/b><\/h2>\n

You probably have a way that you do things to drum up business. But it\u2019s organic – you do it when you think of it.<\/span><\/p>\n

You might need a coach (or a team member) to help you break down the things you naturally do so well.<\/span><\/p>\n

You have a lead come in\u2026 and then what do you do?<\/span><\/p>\n

How are leads guided through your sales pipeline now? (This is often the reactive version you do on the spur of the moment.)<\/span><\/p>\n

And if you brought someone in, how would you <\/span>want<\/span><\/i> things to happen? Who would you <\/span>want<\/span><\/i> to be doing what? (This is the proactive version).<\/span><\/p>\n

Map all that out step-by-step.<\/span><\/p>\n

Step 2: Prep the client<\/b><\/h2>\n

Now that you have a process document and are clear on who on your team will be doing what, you can prep the client so they have their own relationship with your team.<\/span><\/p>\n

Start \u201cselling\u201d your team so that the client knows in advance that other members of your team will be contacting them.<\/span><\/p>\n

For example, you could say to the client: <\/span><\/p>\n

\u201cI want you to know there\u2019s several people on the team that are going to be supporting you. There\u2019s Alison that does X, Sam that will help with Y and Jack will do your Z.\u201d<\/span><\/i><\/p><\/blockquote>\n

Step 3: Remove yourself as the bottleneck<\/b><\/h2>\n

In the past, you\u2019ve probably made the salesperson fully responsible from Day 1. The salesperson would be responsible for generating leads, quoting, follow up, technical expertise, all of it.<\/span><\/p>\n

Now that you\u2019re the Rainmaker, you keep hold of what\u2019s in the pipeline, so you don\u2019t lose out on opportunities while you\u2019re raising your team up.<\/span><\/p>\n

It\u2019s your job as the rainmaker to fill the top of the pipeline. Then you educate your team on how to guide a potential sale all the way <\/span>through<\/span><\/i> the pipeline.<\/span><\/p>\n

It would be foolish to give your little birds responsibility for the whole pipeline before they\u2019re ready. You need to prep them.<\/span><\/p>\n

Step 4: Track your results<\/b><\/h2>\n

Now that you have multiple people working on moving your clients through the sales pipeline, you need transparency about what projects are in the works.<\/span><\/p>\n

There needs to be clearly defined roles about who is responsible for what in the pipeline. When you have multiple hands working with the one client throughout the pipeline, there needs to be a very clear definition of who is responsible for what and when.<\/span><\/p>\n

That could look like you, as the rainmaker, being the primary point of contact for any strategy work with the client. Then the rest of the team will have a different role where they\u2019re following up on order dates, sending paperwork, sending reports, etc.<\/span><\/p>\n

PRO TIP: You could use a Sales CRM or Pipeline Management Software system for this. But for it to work, you need to genuinely use it.<\/span><\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"

Yesterday we talked about you stepping into Rainmaker Mode. Now we\u2019re going to talk about how to transfer that role to others, if you need to hire a new salesperson one day. (But make sure you know the real reasons why you should NOT hire a salesperson right now before you make any decisions.) First, […]<\/p>\n","protected":false},"author":1,"featured_media":1090,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[181],"tags":[],"yoast_head":"\n4 steps to a sales system that functions with or without you - Stoke Growth Business Coaching<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.stokegrowth.com\/sales-system\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"4 steps to a sales system that functions with or without you - Stoke Growth Business Coaching\" \/>\n<meta property=\"og:description\" content=\"Yesterday we talked about you stepping into Rainmaker Mode. 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