Too Many Variables? How to Create a Repeatable Sales System

The more variables (or nuances) in your sales process, the more dependent your agency is on you (as its founder).

Variables could be:

• Client industry

• Company size

• Contract length

• Customization options

• Packages

• Pricing

• Project scope

Here's the thing:

The first step in escaping founder-led sales is creating a repeatable sales system that operates without you.  The best systems are simple (Occam's Razor) and easy to understand, implement, and maintain.

Question to ponder:

Is your sales system simple with the fewest variables?

CQ

Frequently Asked Questions

Why does having more variables in a sales process tie an agency more tightly to its founder?

Because complexity requires judgment calls only the founder has learned to make well. The more variables involved, industry, company size, pricing, customization, the harder it is for anyone else to replicate those decisions consistently.

What kinds of variables tend to add unnecessary complexity to a sales process?

Client industry, company size, contract length, customization options, packages, pricing, and project scope. Each one adds a decision point that has to be navigated differently every time.

Why does simplicity matter more than flexibility when building a repeatable sales system?

Because a system that's simple and easy to understand can actually be implemented and maintained by someone other than the founder. Flexibility that requires judgment calls keeps the process dependent on one person.

What's the first step in escaping founder-led sales?

Creating a repeatable sales system built with the fewest possible variables, following something like Occam's Razor, keeping things as simple as they can be while still working.

How do I know if my sales system has too many variables?

Check whether it can be easily explained, implemented, and maintained by someone other than the founder. If it can't, the variables involved are likely too complex for the system to actually operate independently.