Would you like to attract more clients with outbound sales? Do you need to build a successful sales team that gets results? Today’s guest is a sales expert who helps agency owners get out of sales and build a successful sales team. It’s all about building consistency and using your network to create relationships that will help you grow your agency. Dan Englander is the CEO and founder of Sales Schema, a B2B agency that secures ideal prospect relationships. His team goes out to the market and helps clients get meetings and focus on new business. Earlier in his career, he led new business for a creative services company and helped them get to seven figures. After starting his agency in 2014, he has learned a lot about how companies go after new business. More recently, he shares his perspective on sales and how to improve at it in his new book, Relationship Sales at Scale. In this episode, we’ll discuss: How agencies can do better at outbound sales. Using your network to get to your ideal clients. What works when it comes to finding and training salespeople. Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design and development agency that has provided white label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM When is the Right Time to Transition Out of Sales? Transitioning out of sales requires two main steps, according to Dan: who's doing what and developing consistencies in the sales process. We all fall into the trap of dedicating too much time and energy to clients and none to your agency. Once you stop focusing on sales you’ll be on another level to focus on growing your agency. If you’re an agency owner and the salesperson, think about spending half your time on sales. Eventually, get yourself to the point where you can just focus on the top of the funnel and have someone help set meetings. Clear the other half of your time to focus on your agency.  Do this with the mindset of gradually getting out of sales altogether. Agency owners commonly try to hang on to sales because they feel clients only want to talk to them. That’s a misconception, considering how many owners have managed to grow their agencies to massive proportions by getting out of sales. It’s not the easiest thing to do, but once you have a repeatable sales process it becomes easier to get someone else in that seat. Where do some agency owners go wrong with this transition? They jump to it too early before figuring out the repeatable process. They just throw a salesperson into it the mix and expect them to figure it out. That sets them up for failure and, once they do, it is easy to convince yourself that you’re the only one that can handle sales successfully. How to Create a Repeatable Sales Process Agency owners struggle, sometimes for years, to find the right salesperson and this has a lot to do with having the right systems in place. Dan likes to break it down into a process where you start at the very top of the funnel. Think about how you’re getting meetings. Break down your conversion process from the first appointment to the proposal. Follow that with breaking down the process from proposal to close. Of course, this may vary depending on how complex your sales process is -- documenting everything is key in order to set up your salesperson for success. When it comes to how to get meetings, Dan and his team find outbound is a really good way to do it. Whatever you’re selling it stands to reason that your market will be relatively small. Your target audience is not everyone in the world so you don’t have to build a massive inbound funnel. There are really a finite number of relationships you can build in your area. With outbound, you can start building those relationships before the client actually has a n