Building a systemized, codified, scalable sales engine with Ryan Hall

12/17/24 • 68 min

The Handbook: The Agency Operations Podcast

In a tight market, sales become a big concern. Relying on repeat business or referrals no longer cuts it, you have to put in more effort.
Often in agencies, the know-how on how to get this done is missing; few people come from a formal sales background. So a haphazard approach is implemented and we hope for the best. Only that slapdash approach rarely gets the results we want.

Is it time for the sales engine to be looked at as an ops challenge? We think so.

In this episode of The Handbook: The Agency Operations Podcast, Harv Nagra speaks with Ryan Hall, founder of Friday Solved and a seasoned expert in building sales systems for agencies. With over 23 years of experience generating revenue and growing agencies—including two successful exits—Ryan shares practical insights on how to operationalize sales for consistent results.

Here’s what Ryan shares in this episode:

Why agencies struggle with sales: The pitfalls of relying too much on inbound leads and referrals.
How to build a scalable sales engine: Breaking the funnel into actionable stages (top, middle, and bottom) and tailoring strategies for each.
The importance of systemization: How the right processes, tools, and technology create predictable results.
Sales as a blend of art and science: Why finding the balance between relationship-building and data-driven strategies is key.

Ryan also explains how operational leaders can play a pivotal role in creating a culture of sales excellence and offers practical tips for getting started, including low-cost tools and strategies to build momentum.

If you want to take control of your sales process and future-proof your agency’s pipeline, this episode is a must-listen.

Follow Ryan on LinkedIn.

Follow Harv on LinkedIn.

Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter.

This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system.

Is it time for the sales engine to be looked at as an ops challenge? We think so.

Here’s what Ryan shares in this episode:

Why agencies struggle with sales: The pitfalls of relying too much on inbound leads and referrals.
How to build a scalable sales engine: Breaking the funnel into actionable stages (top, middle, and bottom) and tailoring strategies for each.
The importance of systemization: How the right processes, tools, and technology create predictable results.
Sales as a blend of art and science: Why finding the balance between relationship-building and data-driven strategies is key.

If you want to take control of your sales process and future-proof your agency’s pipeline, this episode is a must-listen.

Follow Ryan on LinkedIn.

Follow Harv on LinkedIn.

Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter.

This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system.

Previous Episode

Running your agency like clockwork with Jinny Mitchell-Kent

How do you create a highly efficient agency without losing flexibility or quality?

In this episode, Harv Nagra sits down with Jinny Mitchell-Kent, Joint Managing Director at Great State. With nearly 20 years of experience at agencies big and small—including global powerhouse AKQA—Jinny shares how she’s applying lessons from her big-agency days to a 100-person team.

Here’s what you’ll hear:

How moving from COO to MD changed her focus from internal projects to building client relationships, while maintaining her focus on performance and excellence.
The strategies Great State uses to compete with much larger agencies by staying lean and adaptable – from scaling up the team quickly when required, to creating a flexible delivery framework.
Practical tips on managing costs, tracking profitability, and keeping teams running smoothly.
How Jinny is championing inclusivity with initiatives like the Great Women’s Network.

If you want to learn how to streamline your operations and scale smarter, this episode is packed with insights you can put to work right away. Give it a listen!

Follow Jinny on LinkedIn.

Follow Harv on LinkedIn.

Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter.
This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system.

Next Episode

Managing Gen Z: Challenges, Myths, and the Opportunity with Isobel Camier

This year, Gen Z are due to make up over a quarter of the workforce – a huge proportion. But both the negative headlines and moaning around the watercooler have commenced. Claims of entitlement, laziness, and unreasonable expectations abound.

But is any of it true? And is their approach to work really that detrimental to an efficient workplace?

In this episode, Harv speaks with Isobel Camier, founder of Camier Communications and a training consultant with 15 years of experience in PR and communications. Drawing on her commissioned research into Gen Z in the workplace, Isobel debunks stereotypes and offers actionable strategies for creating a thriving, inclusive environment.

Here’s what Isobel shares in this episode:

Why values matter: Gen Z is big on purpose and ethics, and their focus on these can help create a more open and accountable workplace.
Balancing work and mental health: Flexible working and offering mental health resources can help prevent burnout.
Clear career growth pathways: When you set clear expectations and actually deliver on training promises, it keeps people motivated and excited about their work.
Technology’s role in engagement: Gen Z’s digital skills are a big asset—embrace AI, tidy up clunky workflows, and let them help your team work smarter.
Diversity and inclusion: Creating a culture where differences are celebrated and everyone’s voice is heard isn’t just good for Gen Z—it’s good for everyone.
The power of recognition: Giving regular, meaningful feedback (both the good and the constructive) builds trust and makes the team feel valued and motivated.

Isobel also highlights how open dialogue and listening to employees’ lived experiences can transform workplace culture, making agencies not only better for Gen Z but for everyone.

If you want to attract and retain the best talent in a competitive market, tune in to learn how agency and operational leaders can bridge generational gaps, align workplace practices with modern values, and create a culture that fosters collaboration and success.

View a video summary and get a copy of Isobel’s Gen Z research report on her website

Follow Isobel on LinkedIn: https://www.linkedin.com/in/isobelcamier/

Follow Harv on LinkedIn: https://www.linkedin.com/in/harvnagra/

Stay up to date with regular ops insights. Subscribe to The Handbook: The Operations Newsletter.

This podcast is brought to you by Scoro, where you can manage your projects, resources and finances in a single system.

The Handbook: The Agency Operations Podcast - Building a systemized, codified, scalable sales engine with Ryan Hall

Transcript

Harv Nagra00:00:00.010

Thanks for listening to the handbook, the agency operations podcast. This podcast is brought to you by Scoro. When running our bi weekly management meetings at my agency, we always made a point of going through the sales pipeline to review what was happening with deals. Scoro lets you create as many pipeline stages as you like to align with your agency's sales funnel. The great thing is that since this is an integrated and automated platform, th