Episode 176: Mark Wills - How Do You Get More From Less

Episode 176: Mark Wills - How Do You Get More From Less From Your Sales Teams: Systematize Sales

This is episode #176 of EGN Leadership Conversations: The Untold Secrets of the C-Suite by Nick Jonsson, and we are pleased to welcome Mark Wills, CEO & Founder of Transform 2 Perform. In this episode, Mark shares his insights on one of the most important questions every business leader faces: How do you get more from less from your sales teams? His answer—systematize sales.

Mark explains that today’s sales environment is more demanding than ever. Teams are expected to deliver higher results despite shrinking resources, tighter budgets, and increasing competition. Yet many organizations still rely on outdated, inconsistent processes that limit performance and make scaling difficult. According to Mark, the key to unlocking greater productivity isn’t pushing sales teams harder—it’s building systems that allow them to perform better with less effort and less friction.

Throughout the conversation, Mark breaks down what systematizing sales truly means. It’s not about creating rigid scripts or micromanaging every step. Instead, it’s about designing clear, repeatable frameworks that support salespeople at every stage—prospecting, nurturing, presenting, closing, and following up. These systems help eliminate guesswork, allowing teams to stay focused on high-value activities rather than wasting time reinventing the wheel for every client interaction.

Mark also shares practical strategies leaders can use to elevate their sales operations. This includes implementing data-driven processes, setting measurable expectations, simplifying workflows, and leveraging automation where appropriate. He emphasizes the importance of aligning sales activities with broader business goals so that every action contributes to measurable outcomes.

For sales professionals, Mark provides valuable insights on how to improve personal performance by working smarter rather than harder. He explains how consistent habits, structured routines, and the right mindset contribute to stronger client relationships and sustainable results.

For business leaders, this episode serves as a blueprint for transforming sales teams into high-performing units. Whether you’re leading a small sales department or overseeing a large organization, Mark’s insights help you streamline your approach, improve efficiency, and maximize results.

If you’re looking to elevate your sales outcomes in a rapidly changing market, this episode offers the strategic clarity and practical tools you need to achieve outstanding success.

Contact Mark Wills to collaborate with him:
LinkedIn: https://www.linkedin.com/in/markwillsbusinessperformance/

Visit our website to find more podcast  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.nickjonsson.com/leadership-conversations-the-untold-secrets-of-the-c-suite⁠⁠⁠⁠⁠⁠⁠