Delegating the Sales Process: An Entrepreneur’s Guide With Nick Loise

Nicholas Loise is the Founder and Chief Sales Officer at Sales Performance Team, a company that helps small- to mid-sized businesses improve their marketing processes. As a salesperson, leader, entrepreneur, and marketing executive, he has achieved staggering sales, revenue, and EBITDA growth. Nick is the author and co-author of various books on sales and marketing, including The Ultimate Guide To Managing Your Sales Team. As a keynote speaker, he has shared the stage with notable figures like Dan Kennedy, Russell Brunson, and Joe Polish.

Here’s a glimpse of what you’ll learn:

[3:50] Why Nick Loise created the Sales Performance Team
[8:30] How to delegate the sales process
[13:45] What are the components of an effective sales training program?
[16:11] The importance of an organized CRM
[18:06] Tips and tricks for developing a strong follow-up system
[21:55] Nick talks about his book Moving the Sales Needle for Your Business

In this episode:

Most entrepreneurs know how to sell, and some even excel at it, so when it comes time to transition from the field to business ownership, they struggle to relinquish their duties. How can you equip your salespeople with the tools to assume control of the process?

As both a salesperson and leader, Nick Loise understands that no one will sell your products or services your way. However, when delegating the process, providing your sales team with comprehensive systems and step-by-step guides allows them to follow your lead. This involves teaching your salespeople everything about your target market, including their needs, problems, and preferences, and identifying how your services fit within their reality.

In today’s episode of Systems Simplified, Adi Klevit welcomes Nick Loise, the Founder and Chief Sales Officer at Sales Performance Team, to discuss training your team on your proprietary sales process. Nick shares insights into an effective sales training program, the importance of an organized CRM, and developing a robust follow-up system.

Resources mentioned in this episode:

Quotable Moments:

"No one is going to be as good as you are in selling your business, so you have to arm your team with the right tools and training."
"If they work, all sales processes are great. If they don't, they need to be improved."
"The CRM is one of the most important assets a business can have; it's the database that holds invaluable customer relationships."
"Your salespeople are the worst at updating the CRM; maybe it's a gene or a character flaw, but you've got to instill the importance each day."
"I'm passionate about increasing enterprise value for the backbone of every community, which is small- to mid-sized businesses."

Action Steps:

Document your business' sales process, including successful strategies and timelines for training your sales team: This creates a transferable system that a new team can implement, making your business more sustainable and scalable.
Develop a robust customer database within your CRM to increase your business' value: A detailed CRM database enables effective follow-up strategies and serves as a critical asset during the business’ exit phase.
Initiate deep and varied follow-up methods with prospects to penetrate organizational layers and reach decisive stakeholders: Diverse follow-up techniques improve sales conversions by engaging various individuals in the buying process, from stakeholders to financial decision-makers.
Utilize video messaging as part of your follow-up strategy to stand out and maintain engagement with clients: Video messages add a personal touch and keep your business top of mind, improving the likelihood of closing a deal.
Implement a comprehensive sales training program that breaks down each step of your unique sales process into digestible pieces: Sales training programs ensure your sales team has a clear understanding of effective selling techniques, mirroring the founder’s success.

This episode is brought to you by Business Success Consulting Group.

At Business Success Consulting Group, we create custom processes and tailor-made management systems so businesses can thrive.

Businesses simply can’t survive without workable systems and well-documented processes. That’s why our team of experienced professionals takes care of it for you.

We provide business owners, entrepreneurs, and key executives with strategic implementation, process improvement and documentation, and long-lasting systems necessary to support business expansion.

So, what are you waiting for? Do yourself a favor, and cut the chaos out of your business.

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