SYSTEMology Author David Jenyns on The Sales Podcast

How do you make money without you being in the business?

Author

Wes Schaeffer
October 14, 2023

 

Professional Sales Tips you'll learn today on The Sales Podcast ...

  • We all have limited time and get caught in “busy work.”

  • You create a picture in your mind, and you can’t pull yourself out of the middle of it.

  • Stop being a great technician; otherwise, you’ll trap yourself and won’t be able to scale.

  • Get off the treadmill…stop playing the game of whack-a-mole

  • You must think in terms of systems and processes.

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  • The catalyst for David was his wife becoming pregnant, and he didn’t want to be the dad who missed all the family events.

  • You must think in terms of processes.

  • “Where do we start, and what systems do we identify?”

  • Map the customer journey.

  • Start high level, then dive down to find the pain.

  • How do you scale with your current processes?

  • Your strength as a business owner becomes your company’s bottleneck.

  • How do you make money without you being in the business?

  • Create space first as the business owner.

  • SYSTEMology starts with process capture.

    • Who answers the phone?

    • Who does this best?

  • Most small businesses struggle with consistency.

  • Create a standard of action.

  • “E-Myth,” “Traction,” “Built To Sell” talk about why you should have a sales process…but where do you start?

  • When you layer systems on top of your departments, you know you’re an expert.

  • This book shows you where to start.

  • You need to create the space to allow creativity to come out.

  • Systems lead to creativity.

  • Solve a problem once and document it, and it’s solved forever.

  • It’s a compounding effect.

  • Focus on the 80/20 when starting.

  • You don’t have to document 100% of everything!

  • Tricks to reduce the burden of documentation.

    • Make it a two-person job.

      • The “knowledge worker” does the work.

      • The “systems champion” records the work.

        • For example, listen to the expert salesperson, take notes, feed the transcript into AI, and get version 1 of how to handle a sales inquiry.

  • Once you see the power of systems, you can’t unsee it.

  • To move past key-person-dependency requires systems.

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