People have different perspectives on business systems and processes. In this Expert Insight Interview, Dave Jenyns discusses his new book Systemology: Create Time, Reduce Errors, and Scale Your Profits with Proven Business Systems. Dave Jenyns is an author, podcast host, and serial business owner.
This Expert Insight Interview explores:
- General misconceptions
- The steps of systematization
The first misconception is very particular for sales, which is that people think that systems and processes kill creativity. But the truth is the opposite. In sales specifically, there are many linear steps that we have to do, either way, thus, making them systemized would free so much time for us to be creative. And the second misconception is that people think that even if they put systems and processes in place, employees would not follow them. Some older employees might be reluctant to change. But once we set systematization as a part of company culture, current employees will get used to it with time, and newer employees will embrace it from the beginning.
To systemize the processes, we have to define the rules first. The first system that we implement in the organization should not be as detailed, and it should be able to work in different market conditions. After defining it, comes assigning. Business owners are usually not the best option to create systems and processes simply because they have so much going on that they do not consider its urgency. A better option is to look into the team, find the best team knowledge, and use it. Especially in sales, it is crucial to actually look at what sales experts do to be the best because a lot of salespeople are unconsciously competent. Looking leads to the third stage in which one person extracts information from an expert by recording or observing his work. The following step is the organization of software and project management platforms so that we can measure what is going on with the businesses. The integration stage mostly focuses on the staff. Staff involvement in the early stages of developing systems and processes diminishes resistance and helps them to accept the change they helped to create. Later comes the scaling stage in which we should focus on processes needed other than the mission-critical systems we already have in place. And the last step is to optimize. This stage comes last because sometimes people try to create perfection, which prevents them from finishing the systematization. The systematization should copy the way how we do business now following the revisits later.
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.