As a company director, do you feel you're still your company's best salesman? 

This may sound like good news, but in reality it's not!

But how can you delegate your sales tasks and stop being your company's best salesperson?

At Kestio, we help many companies to implement a complete, self-supporting sales system.

Fabien Comtet, President of Kestio, explains the various steps you need to take to make this transition a success!

We are our own limit to the development of our company 

If your days are taken up by commercial activities instead of strategic activities to develop your business, then you should think about delegating these activities and concentrating on your tasks as a business leader. 

The evolution of its role and place 

The book The E-myth uncovers the myth of the reinvented entrepreneur. It helps us to understand that the glass ceiling of small and medium-sized businesses is the fact that the business leader doesn't move in his or her posture. When you set up a company, you start out with a technician 's posture (mastery of the subject), but you can't stay in this posture throughout the company's life. This is not the way for a collective, a group of people, to have a company that grows and distinguishes itself from others and dissociates itself from you. To become your company's ideal leader, you need to find a happy medium between Technician, Entrepreneur and Manager.

The feeling of stepping into the unknown and no longer being in control...

Which subjects to leave out? How to organize your diary? 

If your aim is for your company to grow, to gain more customers, to acquire new markets... The challenge is to move from Technician to Manager to Entrepreneur. A company is an investment in time and assets, and if you manage to reach stage 3, entrepreneur, the company can develop without you. 

How do you make these changes?

1- List your MOSPPs

MOSPPs are homogeneous marketing units on which specific objectives and strategies can be defined, deployed and managed. Each market/customer target represents a given offer and sales process.

Ask yourself the right questions: Who are your customers? What are your offers? What are your current sales approaches? 

Which MOSP has potential and doesn't require too much complexity in the commercial phase?

So you need to choose the product where it's easiest for you to train someone to do it. 

2- Switching from Partner Selling to Active Selling mode

Partner selling: sales made by associates in consulting firms, lawyers.... focused on emotional bonds, relationships...

We need to identify a MOSP triangle that is simple to switch to active sales methods, and that is not centered on the individual. Find an area, a product that can be done by others. 

3- Reverse the organization 

In partner selling models, the Senior (the experienced one) sells and the Junior carries out and produces the assignments. This model needs to be reversed, with juniors selling and seniors producing and supporting customers. 

4- Document step by step what has been done, written to MOSPP prospects

The sales book is fundamental to the successful organization and deployment of other resources. 

5- What will you delegate first? 

The key is to delegate what you do best yourself. You'll then be in a better position to brief and follow up, which will save you time and ensure your safety! 

To delegate, you can do it internally, but above all you can use external resources such as freelancers, agencies or our offer. Get Calls so that we can do your prospecting for you!