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hey guys in this video I'm quickly going to cover how we set up a sales system and make it work and function very well for you um so this is just taken from the advanced software growth blueprint and uh we're going to start with the lead generation process right because ultimately that ties into the sales process so it's important to know where the leads are coming from so if you have a lead system already in place that's really good because then you can just focus on making sales really good but if you don't have a sales system yet or a lead system then it's important to start with the lead system um so we're quickly going to run through that before we jump into the sales stuff so we want to build a successful funnel in in 30 days basically one month um we do that by warming up accounts doing automated Outreach DMS and on you know multiple social medias making sure that we're getting the right amount of attention in the case of your offering so after you're getting the right number of leads and you're getting leads booked in um yeah they normally don't come straight away it normally takes about two weeks for you to start really getting the momentum and getting those leads in so once they're coming in um you want to make sure that you're getting the right type of leads at that point because you don't want to start with quality ultimately you want to start the quantity so that you know when the when the quantity is coming in you can start selecting for Quality so month two is where we do the quality checks and we start making sure the leads are really good and uh yeah we have a few clients right now they're getting £90,000 in Opportunity value a month purely because of our levels of qualification so um that's that's what we do when we qualify we we SK sift out from the bad ones and get the good ones in so the inbound leads are qualified once that's good then we can jump into the sales stuff because then you want to focus on making sales better because if your leads aren't qualified the sales the sales uh process won't give you good feedback because you're doing sales on bad leads right so you want to do sales on the good leads so making sure those leads are good is really good for sales and then conversion rate should easily be above 20% if the um yeah if if the leads are qualified so yeah and then increasing the volume comes later ultimately we up to this step around the sales process um and then yeah we can initiate the sales setup so look at the FL volume you don't want to have someone doing sales unless there's a certain amount of volume going on so it depends you want to do this inhouse if you're still getting under 10 meetings a week um but once you're over 10 meetings a week um yeah so we can just put here do in housee for now yeah so when you're getting over 10 me a week then you can start setting up a closer right this gets really exciting um you got you got 10 closes in for an interview um you ultimately want to have a score card system which assesses each closer um with a higher slow Fire fast mentality you know you don't want to just see if someone's good for the day that they're showing you themselves and then they kind of disappear the week after you want someone consistently increasing and growing with your business so yeah you want to score them on a number of metrics and criteria things like culture fit things like industry experience things like um you know past sales attributes in their role like what was their close rate what what kind of Revenue were they bringing in and it's worth to uh ask you know a previous business owner that they worked with how they did so you got like a double confirmation on that um and then if you get one that's rated well you know say n out of 10 um you can determine a payment and commission structure for them obviously you want to really incentivize the best results so so if someone that's Works in sales and you know they're you're setting them up for 50k deal closes um you want to make sure that they're hungry for that 50k deal close right you don't want to just give them like 1 2% I would I would urge to you know give them 15% um because then they're going to be really hungry to close that 50k deal right and they're actually going to make it happen so in the long run if you incentivize even better than you normally would then people they not only close more deals but you will make more money as a result because they close more deals right because you incentivize them better so it's like an upward trajectory so yeah after you've unboarded them you provide a step-by-step sop document uh a sales script how did the calls run uh how do they track the calls do they record the calls strongly suggest recording every single call um and then set up the onboarding trainings with them you know just guide them through the process of of how you do things they understand your company a bit Yeah and then you do a few other things like adding them to prospect facing calls record those give feedback talk about them um and yeah I mean if you're if you yourself aren't the best person at sales then typically you likely aren't the best person to give them feedback yet right uh they might even have more sales experience than you uh which is a good thing right um but it also means that you should only really look at the results based metrics to see how good they are right if if their close rate is good if they're getting deals in if they're getting prospects to book second calls in and then you know look for closes then you can assess their A salesperson you can't really assess that from a conversation with with them right you you want to see the outcomes that they produce uh and then if they're all good move forward so yeah a quick a quick note once you've moved forward with with them uh these are things just just some bass notes to bear in mind uh typically you want to you want to make sure that you know the sales process or the sales person could be yourself or them um you have 100% confidence in what you're delivering right this is this is key people need to know that what they're selling is valuable it's worth it right so if they don't think it's worth it they won't come across that way in a conversation um I i' call the other day with a with a pro ECT um and he jumped on and he was like realistically would you buy your own service would you buy what you're offering me at this price point and I said yeah absolutely I'd pay twice as much and he was kind of blown away and he was like all right let's move forward and I I Justified it to him I was like look if you spend spend a couple thousand here then you get 50,000 out of it the return on investment is is really good so um like what's the problem right thinking outcomes right so yeah the the the confidence has to be there um sure why that's the the optimism has to be pretty good too so you you have to kind of see the light in this scenario because there's a range of emotions that you're going to face from prospects being positive negative on their end is uh pretty normal so you just got to like maintain the let's see confident positive angle um and yeah language uh using industry Jon from your prospect industry is quite good so it kind of displays a familiarity with what they deal with which is quite good so for example I work in the software industry I used to work in the software industry and I work with software clients now um they know I can talk about tech tech stacks and coding languages and I used to be a product manager so uh I can kind of bring that go in when I speak to them and it's helpful right uh so clarity as well so getting to the point with with your with your language so you want to have the script down right when you have a script and you ask the questions you want to ask the same questions in every every po typically um if you if you don't have a standardized way of asking questions then you don't know where to improve the process so having that standardized you know how much revenue making where do you want to get to what problems are you facing right now how do you typically solve these problems how are we going to help you solve these problems this is how we're going to help you solve these problems Etc like yeah productivity yeah so generally follow-ups can be quite good um your close rate will increase dramatically if you increase your amount of follow-ups so highly respon highly uh yeah I can highly recommend that and um yeah not being not doing them too often right you want to do them now and then so you don't want to I mean there there are some companies that do it daily and they'll literally call you up three times a day um some of them have extremely good close rates I'm not going to lie to you but depends on your style if if you're willing to to do that then that does work uh but you have to do it in a certain way that is extremely extremely basically optimistic and you know having a really good attitude if you're going to basically talk you know talk to people over over short periods of time so yeah that's roughly the process and some tips there on you know optimizing your sales conversion rate so I hope you enjoyed it and have a great day