If your sales team doesn’t have a documented Sales Process, they’re set up to STRUGGLE
Sales isn’t about winging it. It’s about having a Sales SOP / Methodology Playbook that everyone can follow – leaders and professionals alike.
Here’s what a real sales process looks like:
- Prospecting – How are leads generated? Who’s your ICP?
- Discovery – How do you uncover problems to solve?
- Sales Story – What story do you tell that connects pain to solutions?
- Negotiation – How do you craft win:win offers?
- Close – Do you have a clear path to “yes” (and know that no is often not yet)?
- Nurturing – How do you build trust before Discovery and re-engage “not right now” prospects after?
- Skills & Capability – How do you keep levelling up at every stage
Here’s proof:
In 2005, I started a recruitment firm (PeopleCo.) from scratch. A blank piece of paper.
We built a clear Sales Methodology:
- Cold call → phone call → sales visit
- Structured visits (Stage 1, Stage 2, Stage 3)
- Post-close nurture if unsuccessful
Result? In just 3 years, we opened 39 branches. In the middle of the GFC, we still hit budget.
Not because we were “lucky.”
Because we had a documented sales process that everyone could follow.
Sales Leaders: If you want more sales, stop guessing.
Sales Professionals: If you join a company without a process – learn to create one.
Because, with a documented sales process, you build security in your success.