Step 5: Delegating Sales
Passing off sales to a team
How do you find clients?
List of referral partners
Lunch & Learns
What is your sales budget?
Documents and Training Materials:
Sales Email Templates. Commonly used email templates include:
- Cold outreach email
- After a networking followup to schedule an initial meeting
- A response to a referral
- Email to schedule a consult or presentation
- Email with proposal
Scripts / Conversation Frameworks
- Pitch to an individual
- Pitch to a group i.e. referral group like BNI
- Initial meeting
- Consult / Presentation
Sales material ( Decks, sheets etc)
Sales FAQs: These are questions that can be asked during the sales process at any time to get to know if you are a right fit. Think of these as benign.
Sales objections: These are malignant – they can kill your deal. Common objections include…
- I think you are too expensive
- My last service provider did a horrible job, how do I know you are not going to screw it up?
- You are really small, how do I know you can handle the volume or deliver on time?
Workflows for each of your sales activities
An example in trello for Networking Events:
Sales Score Card
Keep track of your sales team activity and results so you are not chasing after them.
Things to include in a scorecard:
- Calls made
- Scheduled meetings
- Qualified clients
- Proposals sent
- Closed deals
Score cards should be reviewed a minimum of once a week with team members.
Tip: you can attach bonuses to scorecard achievements
Make sure you complete this step before moving on.
And if you’d like some help, drop us a line!
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