I know what you are thinking, I am crazy to have all these processes. Well, I think you are insane not to have all these processes. A process allows a standard of quality no matter who is performing the task. In episode 131, I spoke with Alicia Butler Pierre, all about processes. One of the components of the Entrepreneurial Operating System (EOS) is processes. EOS refers to it as “the way.” And companies following EOS don’t have an issue creating processes until it comes to the sales department.
Most sales departments have as many different ways to ‘make sales’ as they do salespeople. This method or lack of practice is inefficient and outdated. In episode 39, I spoke with Justin Roff-Marsh about this very topic. Justin makes a great case on why we need to bring the sales department into modern days when it comes to processes.
In today’s episode, we are going to talk with Adam Shapiro of Sales Reform School. Adam can help you find the right processes to achieve the highest results in the sales department. He is also an EOS speaker. We will learn about how we can take all of the items we learned in EOS into the sales department and make that department more efficient, more profitable, and more fun.
Adam’s background [09:33]
EOS and sales [13:10]
Vision/Traction Organizer and sales [19:50]
Landing on your ‘Three Uniques’ [22:48]
Proven process and sales [24:35]
Selling virtually [27:04]
Core values and sales [32:20]
Advice for sales managers [39:03]
“Proven process description is a great tool for salespeople to show confidence”
“If you rush someone into a sale, you are going to regret it and they are going to regret it”
“The right time to close is when the evaluation process is complete”
Connect with Adam Shapiro:
Seven Habits of Highly Effective People by Stephen Covey
The Challenger Sale by Matthew Dixon & Brent Adamson
Traction by Gino Wickman
The Machine by Justin Roff-Marsh