Phil Risher explains how to scale sales beyond the owner. Record calls into training SOPs, build a timed cadence with talking points at 5, 10, and 15 minutes, and create a repeatable offer presentation. Companies stuck at $1 million often hit their ceiling here.
If every big sale needs an owner, you don't have a system, you have a bottleneck. When you go away for a week, does the sales stop in your business? This is a bottleneck, specifically the worst bottleneck, because it's the opportunity to grow your business. And if it relies on you, that's a problem. Now, even if you don't have the lead flow right now, what you should be doing is documenting your sales system. Here's a couple ways. One, record every single sales call. Turn voice memos on, record the conversation, and turn that into an SOP. So that way when someone does come on board, here's a bunch of good sales calls that they can listen to. Number 2, try to build a cadence. So like at 5 minutes, at 10 minutes, at 15 minutes, here's what you should be talking about and explaining to the customer. And then the last one is you want to make sure that you have a very clean way that you present your offer to the client. This is something that you can build a system around right now, even if you're the one running sales. When you go from $1 to $3 million, it's all about systems. And this is the last system that most people fix, and it's the one that holds them back the hardest.
