Set up your sales team for success 💪

Welcome back to The Agency CEO (by me, Jesse Gilmore at Niche in Control).

Every Thursday, I send you a quick 10-minute read on the tools, tactics, and systems that the top 1% of agency owners have used to scale their businesses to 8-figures and beyond.

This week, we’re talking about how to set up a sales team for success — before you ever make your first hire.

Let’s dive in 👇

Most Agencies Are Doing It All Wrong

When it comes to hiring a sales team, most agency owners put the cart before the horse. 

They hire a sales rep and hope they can deliver great results, then get frustrated when they don’t perform.

Many times, they neglect to develop the materials and processes needed for them to succeed until after hiring.

That’s backward.

Setting your agency’s sales team up for success starts well in advance of your first hire. The pre-work you conduct will impact future results. 

Do these four things before you ever think about bringing a salesperson on board:

1. Record your sales calls and routinely review them: There are fractional patterns within the sales calls that work and those that don’t. Keep track of those that you win and those you don’t.
   
   Why it’s necessary: Recording and reviewing sales calls gives you the ability to reverse engineer what works and do less of what doesn’t.
   

2. Create sales frameworks and supporting material: Develop and refine sales frameworks that consistently achieve high conversion rates. Regularly update these frameworks and scripts based on performance data and feedback.
   
   Why it’s necessary: Well-crafted frameworks/scripts ensure your sales team can communicate your value proposition clearly and effectively.
   

3. CRM setup: Use a CRM to systematically manage prospects and sales activities. It should track all stages of the sales process and generate insightful reports.
   
   Why it’s necessary: A properly configured CRM enables efficient management of sales pipelines and better tracking of performance metrics.
   

4. Proof of concept: Validate your sales process and messaging with real-world data before scaling with a sales team. This helps avoid costly mistakes and improves the effectiveness of your sales efforts.
   
   Why it’s necessary: Prove your sales process works with real clients to establish reliability and build confidence in scaling your efforts.
   

The growth of your agency hinges on the success of your sales team. Position them to win big!

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Until next week! 👋 

Jesse & team.