How I Scaled a Setter Department 5x in Just 90 Days: My 4-Step Process

Summary

Taylor, an expert in appointment setting, shares strategies for scaling a department by 5x in 90 days, focusing on revenue growth. With experience in seven sales contexts and a track record of producing $2.1 million in cash, Taylor outlines a four-step process involving a Setter SWAT analysis, a 30-day strategy map, agile execution, and consistent review and pivoting. The approach, proven in a case study, emphasizes skill set improvement, volume output, and adapting to market changes to achieve significant growth.

Takeaways

• 😀 Taylor is an expert in appointment setting, with experience managing teams, hiring setters, and scaling offers.
• 📈 Taylor helped scale a department's revenue by 5x within 90 days, starting from a base of 70k cash per month to nearly 100k per month per setter.
• 🔍 The initial SWAT analysis revealed strengths like solid marketing systems and opportunities like increasing skill sets and team size.
• 📊 The 30-day strategy focused on improving skill sets and increasing the volume of outreach to boost conversions and revenue.
• 🚀 Rapid results were achieved by focusing on key needle movers, which led to a significant increase in units sold and revenue within the first 30 days.
• 💡 Agile execution was crucial, involving adapting to changing circumstances and optimizing CRM and dialer activities.
• 👥 Team growth was managed by adding more setters and ensuring they were well-trained and aligned with the company's vision and goals.
• 📉 The team overcame susceptibility and adaptability challenges by implementing clear SOPs and KPIs, leading to higher performance.
• 📝 Consistent review and strategic pivoting were key to maintaining growth, with regular check-ins and proactive communication.
• 💼 Taylor's experience in high-revenue sales teams provided insights into common patterns that lead to scaling success.

Q & A

What was the main goal Taylor aimed to achieve with the department?

Taylor aimed to scale the department's revenue by 5x within 90 days.

What is Taylor known for in the sales industry?

Taylor is known for all things appointment setting, including managing teams, hiring for setters, and scaling offers for appointment setters.

How much revenue has Taylor helped generate in the past?

Taylor has helped generate over $2.1 million in cash collected and has worked with offers that were over $3 million a month in revenue.

What was the initial monthly revenue of the department before Taylor's intervention?

Before Taylor's intervention, the department had an average monthly revenue of about $70k with 48 units sold over four months.

What were some of the strengths Taylor identified in the department during the SWAT analysis?

The strengths identified included solid marketing systems that produced leads, tracking systems, and top-performing setters who were not fully utilizing their potential.

What were the main weaknesses Taylor found in the department's operations?

The main weaknesses were basic training, lack of leadership, loose KPI standards, and a low conversion rate of 8% set to close.

What opportunities did Taylor see for improving the department's performance?

Opportunities included increasing the skill set of setters, hiring more setters to handle the lead flow, and improving conversion rates from dial to sale.

What was the first step Taylor took to scale the department?

The first step was a Setter SWAT power analysis to assess the department's strengths, weaknesses, opportunities, and threats.

How did Taylor approach the 30-day needle-moving strategy?

Taylor focused on improving skill sets in conversations and increasing the volume of output by ensuring setters were reaching out to enough leads.

What was the result of the 30-day strategy in terms of units sold and revenue?

In the first 30 days, they sold over half of the units they previously sold in four months, with net cash of $170k and revenue of $191k.

What does 'agile execution' mean in the context of Taylor's strategy?

Agile execution refers to the ability to focus on core principles while adapting situationally to changes, such as new marketing promos or lead flow variations.