The goal of every founder, business leader, or salesman is to double (or triple) their sales and skip the monotonous processes, writes sales expert David Fastuca, cofounder of the Growth Forum.

But with various hats to wear, it can be hard to create a repeatable sales process that allows you to focus on what you do best and drive sales on autopilot. 

Oftentimes, it just comes down to shifting or impractical strategies. 

Are you finding it hard to create a sales operating system that works?

Maybe you’ve been trying to incorporate random sales automation tools you saw online and wondering why nothing’s happening or why you can’t replicate others’ results. 

It can make you feel agitated and on the verge of giving up. 

Today, you’re in luck! I’m going to share a system that will help you curate a repeatable sales process, free up your time, and drive your revenue upwards without wasting your time or money. 

I’ll cover the sales operating process, how it works, and how you can get started.

What Is a Sales Operating System?

A sales operating system (SoS) is a series of processes, tools, and strategies a company uses to streamline its sales process. The SoS can also help align the sales team with marketing efforts and customer needs to drive sales effectively.

It aims to simplify and streamline the sales pipeline, automate repetitive tasks, and create a strategic approach that you can replicate consistently.

A sales operating system can also act as a communication hub for all sales-related activities, making it easier to track progress, identify bottlenecks, and make data-driven decisions.

This streamlined sales system benefits businesses of all sizes, from startups to enterprises, and it aids in sales training. This approach is for anyone looking to free up time and resources while increasing sales efficiency.

Why Is a Sales Operating System Important?

Statistics show that about 28 per cent of prospecting customers back out because of a long and confusing sales process. 

While 28 per cent might seem like a small number, you can’t afford to lose nearly 30% of potential customers. To put this into perspective, you’re losing about $280 for every $1,000 worth of sales you could have made.

Many businesses, particularly those just starting out, might not have everything planned out yet. However, having a solid sales operating system can provide substance and structure to the entire sales process.

By implementing a sales operating system, you can salvage potential lost sales and ultimately increase your revenue.

This way, you will maximise your sales opportunities while minimising effort and financial losses.

A sales operating system also allows you to automate repetitive tasks and streamline your entire sales process.

That means you won’t have to lose time, money, and potential sales from a drawn-out and chaotic sales cycle.

Sales operating system examples

If a sales operating system sounds overwhelming, I get it.

The name itself sounds like flashy business jargon, but it doesn’t have to be complicated.

I’ve put together the examples below to break it down for you so you can easily get started with a sales operating system.

Example #1. Sales process standardisation

This is where you establish guidelines on how your sales team should work in your company.

Although this may seem conventional and restricting, it’s actually the most effective way to create a repeatable sales process.

Plus, standardisation of the sales process ensures consistency in the quality of customer experience, which is crucial for retaining loyal customers.

A sales operating system can help with this by providing a centralised platform for all sales-related activities, making it easy to monitor and maintain standards across the team.

That means your entire sales team will be on the same page, which indirectly affects the ease of closing deals and customer satisfaction.

Example #2. Uninterrupted feedback loops

The faster you can relay feedback to your sales team, the faster you can implement necessary changes and improvements.

That’s where a sales operating system comes in.

A sales operating system can facilitate real-time feedback loops, allowing sales reps to communicate with each other and managers seamlessly.

For example:

If a sales rep receives a critical customer complaint or has an idea for improvement, they can instantly notify their manager through the SoS.

The best way to implement this is by using real-time communication tools like Slack or Microsoft Teams or project management tools like Trello or Asana.

Example #3. Enhance customer relationship management

The better you manage your customer relationships, the higher the chances of retaining loyal customers and driving repeat sales.

A robust sales operating system can help with this aspect.

A sales operating system can integrate with customer relationship management (CRM) tools to help you organise and analyse all customer interactions and data in one place.

For example:

You can use the SOS to track customer behaviour, analyse buying patterns, and identify upselling or cross-selling opportunities. This data can then personalise your communication and offers, enhancing the overall customer experience.

The best way to implement this is to use a CRM tool like Salesforce or HubSpot and integrate it with your sales operating system.

Tips for SOS success

Here are a few tips to help you maximise your results with a sales operating system:

First, document your sales process

To achieve the best sales operating system results, you have to document your sales process continually. Think of this playbook like software (it’s never done and always requires updates).

When you constantly outline the changes in your sales process, you effectively record what works and what doesn’t. 

With this information, you can easily identify and eliminate bottlenecks, optimise your sales process, and enhance your overall performance.

For example:

If your old sales process took over a month to close a deal, and your new one closes in less than two weeks, documenting this change can help identify the factors contributing to this improvement. You can then replicate these successful strategies for future deals.

For better results, create a duplicate so everyone can document changes in the process. This way, you have a collaborative and constantly updated sales process.

Next, establish key metrics

When you determine and establish key sales metrics, you can easily measure performance and identify areas for improvement.

In other words, you’ll have a visible benchmark for progress.

To get started:

• You need to identify what “success” means to you. What goals and objectives do you want to achieve with your sales operating system?
• Next, identify what you need to keep track of and how to measure them. For instance, you could track the number of deals won per month or the percentage of leads that convert to customers.
• Finally, set up a system for tracking these metrics regularly and consistently so you can monitor progress and make adjustments as needed.

Finally, iterate and improve

Nowadays, people prefer to build a solid SoS and simply leave it for years because it works.

If you want to maximise your success and create a sustainable sales operating system, however, you can’t overlook this crucial step. 

Your sales operating system is meant to scale and evolve with your business. Relying on your system might work for a while, but you could miss out on new opportunities to improve, innovate, and ensure lasting success.

And if the idea of iterating and improving makes you feel overwhelmed, consider this: 

78 per cent of sales reps who engage in modern sales media (i.e., social media) outperform peers who aren’t utilising these media.

That means if you don’t innovate according to sales trends, you’ll likely lose out against constantly innovating competitors.

One thing you can do is review your current sales process and find opportunities to integrate modern sales trends to improve results.

Start building your SOS today

I hope this guide on sales operating systems has been helpful. If you take anything away from this guide, remember that a solid SoS creates a seamless and easily repeatable sales process. 

The best way to build your first sales operating system is to start by reviewing what you already have. That way, you can set yourself up for success by improving on what you’re already working with. 

So, what do you say? Are you ready to give it a go?

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