The 7-Step Approach Pagely Used to Systematize Sales Sean TierneyJuly 20, 2018July 22, 2018 Whatever your industry, mission or role, your ultimate success will largely be determined by how well you:Identify which activities truly move the needle for your cause.Establish systems and repeatable recipes for reliably executing those activities.Automate and delegate your way out of the tediousness that zaps your time.At Pagely we embrace the practice of systems thinking and seek not just to create one-off solutions to problems but rather build “systems that solve.” This is a fundamentally different approach to problem solving and I wanted to share the thinking behind our approach for how we’ve systematized our sales process.I gave a talk recently for Canopy.City in Lisbon, Portugal on the 7-step approach I developed to put our “sales on rails.”If you can tolerate the room reverb in the audio this talk has gold in it.Here are the slides from the talk:Before focusing your efforts on sales systematization you should first ensure you have product-market fit (PM fit). Until you do it’s mis-spent calories to focus on amplifying something that’s only marginally working. The talk explains the orientation of how you know where you fall on this spectrum and when it’s appropriate to shift emphasis towards growth activities like systematizing your sales process.The ChallengePre-Break EvenWhen you start a company, particularly a startup, until you make more money than you’re spending you’re essentially drowning. The goal is to get to cash flow positive before you drown.Thinking About Sales from the Get GoIt’s easy to fixed on product development in the early stages but you really need to be thinking about sales & marketing from the start. Sales are what will keep your business afloat and to the extent you can get to sustainable revenue on your own, you’re in a far better position because you can either: A) Not take on investors, stay bootstrapped and grow slowly and healthily purely on revenue or…B) Raise investment but from a far better position because 1) you don’t need it and therefore have walk-away power and leverage in the negotiating position and 2) You’ve proven the engine works and you’re raising money to buy gas vs. build the engine which makes you way more credible and is a far easier sell to investors.The Solution“Revenue cures all ills…”As long as you’re bringing in more money than you’re spending, even if you’re making a ton of other mistakes you’ll have time to figure it all out because you’re at least not drowning.Pre-Product Market FitGrowth is all about amplifying something that is working. If you don’t have product market fit, you shouldn’t focus on trying to amplify something that’s broken. You should spend your time fixing what’s broken and worry about growth later. If you’re in this position drop everything and go take this free online course from Steve Blank.Post-Product Market FitOnce you have attained product market fit, your emphasis shifts to growth and in growth mode you focus on two things: Marketing: boosting awareness and demand of your product.Sales: refining the process by which you convert leads into paying, happy customers that stick around and tell their friends about you.Assuming you’re on the right side of PM fit and are truly now in growth mode, the 7-step framework for sales systematization I propose consists of these sequential steps:The 7 Step Framework to Systematize SalesThe talk gives you the thinking behind each of these steps, how they fit together and stack on one another. I demo the guts of how we implemented each conceptual step in practice.Our Sales Approach at PagelySales is just customer service before they’re a customer.Resources that sculpted our world view on salesSystems Thinking Thinking in Systems – Donella MeadowsScaling Personal Attention AutomationClinic – Jermaine Griggs Leader Leader Turn the Ship Around – David Marquette Extreme Ownership Extreme Ownership – Jocko Willink Customer Development Steve Blank’s Lean Launchpad on Udacity Lean Methodology Running Lean – Ash MauryaSales Methodology SPIN Selling – Neil RackhamConsultative Selling Solution Selling – Michael BosworthWorking on not in your biz E-myth – Michael GerberA few helpful questions you can ask yourself towards the end goal of systematizing your sales process:Like this content? Meet Pagely.What consumes most of your day right now?Which of these tasks can you straight up eliminate because they don’t really move the needle for the business?Of the tasks which are left what are the recipes for performing these activities? Write these out like you’re making a food recipe.Can you use automation or delegation to offload this work and extricate yourself from these activities? If not, why not?In all this effort has translated to more than 3x’ing our ARR revenue since this process began three years ago. There are obviously a host of other variables at work here and we have both an incredible team and product so I can’t attribute all that revenue growth to this framework but we would not have the sales team nor sales engine we have today were it not for implementing these essential, foundational steps.I recommend watching the video above while following along with the slides underneath it. In the talk I walk you through each of the 7 steps in the framework to systematizing your sales process. As a reminder these 7 steps are:Map Out Flows to understand the current reality.Track Metrics & KPI’s to measure progress.Establish a Process to keep your sanity.Flintstone Things to get the bus moving.Delegate to keep the wheels from falling off.Automate to unkink the horse.Scale Personal Attention to amplify your team.I hope you find this framework helpful in putting your own sales process on rails. You can try out the choose your own adventure virtual sales consult I demo’d in step #7 right now. Give it a shot and let me know in the comments if you have any advice of your own for what’s worked well in systematizing your sales process. Cheers!July 20, 2018July 22, 2018 WordPress for Business Author Sean Tierney Sean is Director of Sales for Pagely. He now lives and works in his favorite city Lisbon, Portugal having graduated from Remote Year. Sean is an avid guitarist, kite surfer and practitioner of Krav Maga. Follow his travels abroad on his personal blog scrollinondubs.com, on Instagram or on Twitter and tune into his podcast for nomads. 0 Comments Cancel reply Comment:Name * Email *Save my name, email, and website in this browser for the next time I comment.