Chapter 3: Your Sales System

As you know, systems create the structure that makes an organization manageable. By organizing your activities in a clear and consistent manner, systems introduce a certain amount of stability into an otherwise unpredictable environment. This makes it possible for you, or any of your employees, to improve your business in a more permanent fashion. Without systems your business can rise only to the level of the individuals involved. If someone improves their own performance, then the business improves in direct proportion to their efforts, but if someone decreases their performance, then the business will deteriorate in direct proportion to their lack of efforts as well. Systems change all that. They permit progress to take place on a grander and more permanent scale by placing the power to impact the structure of the business itself in the hands of those working directly with it.