Sales Process Development
Why Complicate the Sales Process?
Here's what we've learned after working with hundreds of companies: most sales processes are either too complex to follow or too simple to be effective.
The complex ones try to account for every possible scenario. They have seventeen steps, forty-three checkpoints, and decision trees that require a PhD to navigate. Nobody follows them because they're impossible to execute in real-world selling situations.
The simple ones basically say, "Find prospects, present a solution, ask for the order." They're easy to understand but provide zero guidance on how to actually move deals forward.
What you need is something in between. A process that's sophisticated enough to handle the complexity of B2B selling but simple enough that your team will actually use it.
Book a Consult to discuss developing a sales process that your team will actually use and that will actually work.
The Problem with Processes
Most companies develop their sales process by looking at what their top performers do, then trying to document it. The problem? Top performers often succeed despite the process, not because of it. They have relationships, industry knowledge, or natural selling ability that can't be easily replicated.
Or companies buy a methodology from a training company and try to implement it without adapting it to their specific market, product, or sales cycle. The result is a process that works great in theory but falls apart when it meets real prospects.
We see this all the time. Companies invest in sophisticated CRM systems with elaborate workflow automation, but their salespeople are still having random conversations with prospects and hoping something sticks.
Our Approach to Sales Process Development
We don't create generic methodologies. Every process we develop starts with a fundamental question, what specific information does your sales team need to gather to move deals forward predictably?
Most processes we see are built around events. "Demo delivered." "Proposal sent." "Meeting held." These don't tell you anything about whether you're actually advancing the opportunity. We build processes around information milestones that either move deals forward or kill them quickly.
The Right Stages
We structure processes with stages like Suspect, Prospect, Qualified, and Closeable. Each stage has specific requirements that must be met before advancement. No guessing, no hoping, no "they seem interested."
Required Information
Before any deal moves to the next stage, your team must have clear answers to questions like: What's their compelling reason to buy from you specifically? Who makes the final decision? What's their process for making this purchase? Do they have budget allocated? These aren't nice-to-know items. They're requirements.
Predictable Advancements
When everyone follows the same information-gathering process, you get predictable outcomes. No more pipeline reviews where salespeople say, "I feel good about this one" or, "They like us." You'll know exactly where every deal stands and why.
Goal
The goal is to create something your team can execute while navigating the real-world challenges of interruptions, objections, and complex decision-making processes.
We've helped companies reduce their sales cycles, increase their close rates, and most importantly, create consistent results across their entire team. When everyone follows the same effective process, your revenue becomes predictable.