In Sales processes

Scott Beebe, Sales Process, Donald Kelly, The Sales EvangelistToday’s show is golden as we talk about leveraging systems and processes to grow your business. I am bringing in Scott Beebe on the show today.

Scott is the expert when it comes to processes, systems, and delegation. He serves heroic small business owners and liberates them from the chaos of working on the details and who are constantly putting out fires and walks them into a mindset of freedom to work on their business instead of spending a majority of their time working on the details of their business.

This episode offers a ton of great information so be sure stick with us. Take down some notes that you can apply to your own business.

Here are the highlights of my conversation with Scott:

How you can leverage systems and processes to grow your business:

  1. Develop a clear vision of where you ultimately want to go.
  2. Build the vehicle that will be able to take you to that vision.

The vehicle has many parts. Underneath the hood is an engine and within that engine are series of systems. Within each system is hundreds and thousands of little processes. In sales, you still have systems that drive what you’re doing.

  1. Step back and fall into the mindset of deep work.

What systems and processes need to be in place so you can ramp up your sales to a certain level that if you keep on haphazardly patching things together, you may never get to?

Barriers that keep people from putting systems and processes:

  • The pain of sitting down and doing it

What makes you great is taking the time to sit down and develop the back-end systems and processes. It will cost you time in the front end but will give you more time on the back end.

Rory Vaden’s 30x Principle

Take a 5-minute task and 30x that task = the amount of time you’re going to train somebody else to do that one task for you

Take a 5-min task over the period of 250 working days (1,250 minutes) = over 20 hours

Would you be willing to invest 150 minutes (2 1/2 hours) to get a yield of over 20 hours in one year?

That is equivalent to 70% on your time investment

Are you willing to make an investment that would yield 733% of that time investment in developing systems and processes so you can be a better salesperson?

Steps in creating processes for your business:

  1. Articulate your vision and your mission statement.

Articulate where you’re going. Scott calls this the “vision story” and ask yourself:

  • At what cost is it going to take for you to get to that point?
  • What do you want this business to look like 3, 5, 7, or 10 years from now?
  1. Articulate your mission statement.

A mission statement is your vision story miniaturized. It is a distilled version of your vision story. Highlight keywords within your vision story and put them together in a statement.

  1. Create your unique core values.

Then further distill all those words to 3-5 unique core values. These become your foundational principles. These values must be unique to you.

  1. Build up the necessary systems and processes.

The greatest myth in business today is “It’s just business.” Of course not. First, identify the systems you have in your division or business within your sales channel. In most businesses, sales itself is its own system.

  1. Leverage outsourcing.

Delegate database management to your virtual assistants. Train, train, train.

Things you need to train your VAs:

  • A place where you can document the process (ex. Google Drive)
  • Use Screencast-O-Matic for free or pay for Camtasia or ScreenFlow and record the process

Scott’s Major Takeaway:

Start with your vision story. You can have all your processes and systems but until you’ve got your vision story hammered out, you will only be running at 30-40% efficiency rather than a 80-100% efficiency.

Episode Resources:

Connect with Scott on www.fourstepstobusinessfreedom.com    

Deep Work by Cal Newport

Take the Stairs by Rory Vaden

Rory Vaden on TSE 109

Screencast-O-Matic

Camtasia

ScreenFlow

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

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