Even though salespeople usually push back on having systems and processes in place, there is a significant benefit from having them. In this Expert Insight Interview, Dave Lorenzo discusses how we can make more money while living the life we want. Dave Lorenzo is a revenue growth expert, podcast host, award-winning author, and founder of The Dave Lorenzo company, helping people to tailor their business to meet their lifestyle.
The interview discusses:
- The benefit of systems and process
- Focusing on the outcome
- The onboarding process
Salespeople usually push back on anything that looks like a corporate initiative because they think that would prevent sales. But, systems and processes make sure that everything works how it is supposed to work. You can still be your authentic self and use your selling style in the conversations with your clients. That does not change. And if the company has the system of tracking down the process or following up, that can help you even more with the client. You do not lose creativity with systems and processes but get more free time to focus on value creation.
Focus on the Outcome
We all have our strengths which lead to a positive outcome. A common mistake in the sales industry is that the best performing salespeople get promoted into sales managers. But, top-performing salespeople might be lousy sales managers. These are two completely different positions. Salespeople are the ones whose egos need all the credit and recognition. Sales managers are the ones who make sure that everything goes smoothly behind the scene.
Somebody who loves being a top-performing salesperson will eventually leave the company because being a sales manager will not bring enough fulfillment. Thus, instead of thinking that only managerial and executive positions mean success, we should elevate people, recognize them, and award them financially to do what they are doing the best.
The Onboarding Process
The most overlooked sales process is onboarding, which is a shame because it makes up a huge missed opportunity. The onboarding process is a great moment to ask your clients as many invasive questions as you want. By getting all those valuable information from your client, you can find other areas to be of service, experiences to provide, and products to sell. All those things would strengthen the relationship and increase revenue and compensation.
Salespeople usually close the deal and then get lost in case some obstacle happens. However, that is the exact time when they should be with their clients and show them the support. The key is to know the client’s personal reasons for doing business. That proves that you are invested in the client’s well-being and proves that the client’s investment in you was the right decision.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.