Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker.
“Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.”
That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems.
To me, it was simple but wouldn’t be easy.
They were a B2C enrollment company helping consumers mitigate their debt.
When I began, we had 2 sales offices with 40 reps total.
Each office had a trainer that taught what they thought was best. One even made up his own script.
For every 10 people hired, maybe 2 were still there after 60 days.
Inbound leads went to whoever was available, independent of performance.
Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers – want more deals? Buy more leads)
Reps were promoted to Team Leads (assuming they knew how to help their team win)
No performance improvement process, structured coaching, support, documented accountability or consequences were in place.
My job became building systems, processes, and structures for each part of the sales operation.
Within 12 months, the sales team had:
• 100+ reps, across 4 offices (2 were offshore)
• Results-based recruiting process
• Revised compensation & accountability plan
• Structured New hire training program (built into an LMS), complete with testing
• Real-time performance-based inbound lead distribution
• Structured gamification program
• Progression plan for reps, based on results
• Structured sales rep skills coaching program
• Ongoing education program
• Leadership/management mentoring program
All this = Scalable Sales Operation
There were bumps along the way. I learned a lot about how to build scalable sales ops.
One key was that I instilled the mantra “Marry the Vision, Date the Strategy!” (which helped the team embrace change)
Now as a consultant, this is what I help guide companies to create.
Whether it is full-scale sales ops transformation, Authentic Persuasion training workshops and coaching for the reps and managers, or mentoring and mastermind programs for sales leaders to help them get their organization to the next level.
Want to find out if I can help you/your team and to get a copy of the Scalable Sales Success Iceberg & Checklist -
DM, email (email@example.com) or call/text me – (206) 234-1848
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