Insights to Engineer Intelligent Sales

What is Iron Cage?

Hint: it's more than just a sales algorithm software!

Iron Cage provides a range of services: from hiring sales people for you, to training and managing your team. We do this in conjunction with our proprietary software, a sales algorithm that provides data-driven insights and gives managers detailed instructions for how to manage challenges with each team member, to completely remove the guesswork from sales and management. ​

Four years ago we realised – how we think about these sales metrics isn’t Magic.  It’s just 40 years of combined experience, that’s created some complicated equations in our heads. We realised that it being in our heads made it unscalable as a solution.

So, we sat down with some insanely smart technologists, and started working on getting those equations out of our heads, and into a computer. 

While on the outside, Iron Cage looks like a simple piece of software that walks your team through the script, on the inside, it’s tracking all of these metrics and drawing insights.

And this is how we can manage such complex equations with minimal time management.

With Iron Cage, you can manage a team of 10 salespeople into optimal sales in 10 hours a week. That includes daily sales meetings, 1:1’s and immediate interventions when there are problems.

But that’s just the start.

Iron Cage will also allow us to test variations of scripts to find out which is the most effective, and to restructure your sales process for optimal outcomes.

Imagine knowing exactly how many salespeople you need to reach your financial goals this year, and being able to “turn the tap on” and know exactly how much money was going to fall out?

Halve Your Wages While Increasing Your Sales

We have had clients who, armed with a few months worth of statistics, were able to make significant changes to their on-the-road BDM team – removing rusted-on BDMs who weren’t doing their jobs and replacing them with a phone sales team who were enthusiastic and excited to perform.

These companies have halved their annual wages cost, while adding 50% more revenue to the bottom line.

I Don’t Want to Upset the Apple Cart!

This is probably the number one thing we hear from CEOs all the time – they know sales are getting made somewhere. They’re deeply concerned that if they start changing things, those sales will go away and they’ll be left with nothing.

THIS is precisely why insight sales metrics are so powerful.

In less than 8 weeks of gathering data, you’ll know exactly where (and who) that money is coming from.

We’re not saying you should run out and fire your entire team!

You can only know what the next right move is based on the insights you get from the data.

Without that data, you’re flying blind.

 

But I already have a CRM!

Great! CRM’s are really important for you to be able to track and manage your leads – but, as you’ve probably noticed, they give you very little insight into what’s actually happening with your sales team. Sure, you can look up how many meetings or calls they’ve done – but these are what we call outcome metrics. Don’t get me wrong – these are important. You need them. 

But what no CRM will give you is insight metrics. These are the metrics that tell you what’s happening on every call and with every salesperson. They tell you where the salesperson is getting tripped up, what they need training in, and how long you’ve got until the implode completely.

We Have Sales Software For That!

Here’s the thing about insight metrics – they’re only useful if you actually have insight.

Over the years, we’ve bought almost every variation of sales software out there – and sure, some of them returned really good data. But they all fell down at the same place: What Do You DO With That Data?

In most organisations, the assumption is that someone, somewhere in a sales capacity understands it. But again, this is treating Sales like magic – as though the data is a set of arcane runes that can only be deciphered by a Wizard. Not only is this not true – it’s also a dangerous place for any CEO to be in. In organisation after organisation, we’ve watched as sales managers and sales people have been left to do their “magic” – with no real structure, no firm KPIs, and with no consequences for repeatedly missing targets and budgets.

Imagine treating any other member of your staff this way. Imagine an accounting firm continuing to employ staff who turned up to work each day, had one or two meetings with clients – and then spending those entire meetings talking about sport or politics and not accounting.

Imagine a construction company continuing to employ staff who spent their entire day closely inspecting materials and then reporting back to management that they couldn’t do anything because those materials just weren’t good enough. Imagine a manufacturing plant continuing to employ staff who refused to work towards KPIs and who resisted the use of any kind of process in their work.

It simply wouldn’t happen. But that’s because executives understand these jobs – they know what a “good job” looks like. They understand how much work can and should be done in a day.  In other words, they understand not just what a good outcome looks like, but also have at least a baseline understanding of how that outcome comes about (even if the work isn’t directly their profession).

How it Works

Here’s how our process works when we come in to totally change how your sales system operates:

The Iron Cage journey starts with an audit of your current systems and processes. We take stock of everything, from your current scripts (if any), to how your sales people handle objections, where your leads are coming from, how your company sits in the marketplace, and more. We also conduct interviews with your sales people and management to get an understanding of what the current lay of the land looks like.

Based on our findings in our sales audit, and on where your company wants to get to, we design a comprehensive plan. This covers the first month, 3-6 months, and 6-12 months, with step-by-step breakdowns of how we’ll get there. 

Now it’s time to get the software working! We create a bunch of new systems for you, including new scripts and objection handling processes. Then we load these into our sales software, and we get to work! We’ll train your team in how to use it, and manage them through the change.

Once we have the sales people using the software, we’ll start to get reams of metrics in from them every day! This is where the fun starts, as we conduct ongoing training with the team to pin point their sales weaknesses, as shown to us by the software. This is where we see sales start to improve!

As your need for a bigger team grows, we will find and hire new sales people for you, and jump straight into managing them through the Iron Cage system.

We continue to work towards our comprehensive plan, and manage your team ongoing. We also provide management and CEO support where necessary, and can tailor other services to your needs so you have everything you need.

Testimonials

I watch people spend tens of thousands to hundreds of thousands on more education, more courses, but the place to spend your money when you have a business and have something to sell is on people and systems that can move the needle, sell more and make money from the start. Their training is really free, even at $100k, because it’s that good. NOTHING ROIs faster than what they can do for your business.
Roland Frasier, Digital Marketer
This is the beauty of Iron Cage, is that it reduces our time as a business owner spent managing the staff. But it also means that it makes it easier for our salespeople, which at the end of the day means that we get to make more money in our business as well. Which to me is a win, win, win all the way around.
Emma Greyson, Greyson Consulting