4 Hard-Learned Lessons On Scaling Enrollment

I've personally generated over $5 million in revenue as a sales rep.

I've also figured out how to remove myself from the sales process entirely.

Between the two, was a long stretch of me screwing it up as a “Player-Coach.”

Burning through 4 or 5 sales reps.

Spending months on recruiting, onboarding, coaching...

Only for reps not to work out.

And every time it happened...

Feeling a sense of hopelessness that I'll never be able to get off the phones.

Here are 4 crucial insights on building a system that runs without the owners (or me) being stuck on calls all day, every day.

1. Overcomplicating the sales process is the enemy of making it teachable

It’s tempting to teach someone EVERYTHING you know about sales.

All the nuances. The personality types. The tricks. The tools.

After all, if you’re consistently closing...

You probably know a lot about your audience, your offer, the marketplace, and human behavior.

Most of this will not help your salespeople get off the ground.

2. No amount of training will fix a bad hire

Hiring the wrong person happens if you don't get help.

This is painful because you’ll sink a lotta time into training someone then it all feels wasted when you gotta let them go.

If you hire the wrong person, the biggest mistake is to let your sunk-cost-bias trick you into hanging onto the HOPE that one day they might turn the corner.

They probably won’t.

The longer you wait, the harder it is.

3. Optimize for ONE thing

Running a sales team must be driven by the numbers.

That’s why I LOVE it.

There is full accountability and nowhere to hide… except deeper in the numbers.

The metrics on the dashboard all relate.

So it’s easy to think there might be a problem when there really is not.

When you proactively try to solve a non-existent “problem” – you often end up creating one.

Know the number. Know the range. Keep your cool.

4. Don’t confuse ‘Obtainable’ with SUSTAINABLE

You can hit certain performance objectives in the short term.

The PUSH will be exhilarating.

Keep trying to do that every single month and see how that goes…

Salespeople are performers.

They crave being pushed out of their comfort zone.

But be careful of pushing till it breaks.

The culture gets exhausting.

It’s akin to a powerlifter pushing for PRs everyday…

Eventually, they tear something.

High turnover makes you constantly feel like you’re starting from scratch again.

This leads to feeling trapped, frustrated, and eventually disengaged.

The high ticket sales game is for people who desire freedom, joy, and a good challenge.

It’s SIMPLE, but not easy.

Scaling enrollment is one of the hardest problems you'll ever face in growing your business

And until you solve it, you'll always be capped.

Now, you can do it yourself by trial and error.

Maybe you'll figure it out.

Most likely, you won’t – not without a lot of time wasted and hundreds of thousands of dollars in lost opportunity.

OR... you can get help.

That's where CoachinSales comes in.

My team and I have solved the problem of scaling enrollment.

When you work with us...

You get to avoid all the mistakes... all the false starts... and most importantly...

All that lost revenue.

Instead, you get wins from week 1…

Where we introduce you to four proven 7-figure sales reps…

Or your money back.

Watch this free case study on how we use our ATM System to build top-performing sales teams.