Why You Need a Sales Process
A well-designed sales process is not just a formality — it’s a growth engine.
It brings:
- Seller and buyer risk management
- Standardized customer interactions
- Scalable revenue generation
By treating selling as a process-driven discipline rather than a mysterious “gift,” you gain tools and insights from other industries that make sales more predictable, measurable, and repeatable.
Selling Is Not Magic — It’s a Process
Too often, sales success is chalked up to “natural talent” or “hunger.” In reality, success comes from following proven sales process steps with discipline and consistency.
I’ve sold everything from consumer products to £200,000 industrial software packages across 28 countries — and the common factor has always been process, not luck.
Hope is not a sales strategy.
A repeatable sales workflow is.
How a Sales Process Levels the Playing Field
With the right structure, anyone can learn to sell effectively. Some will excel faster, but every salesperson can meet a strong standard when supported by:
- Clear sales pipeline management
- Training and feedback loops
- Defined, repeatable workflows
Your business doesn’t need to rely on “rainmakers.” A scalable sales process ensures that even average employees perform well enough to sustain revenue growth.
Real-Life Example: Systems That Work
When I trained for my first marathon, I followed Jeff Galloway’s program step by step — and finished in the middle of my age group.
When I decided to learn piano, I practiced daily, got coaching, and gradually improved.
The same applies to sales strategy. If you follow the right system, results come.
The 8 Key Sales Process Steps
Every robust sales process should include:
- Prospecting / Initial Contact: finding real potential leads.
- Pre-Approach: researching and planning your pitch.
- Approach: making a strong first impression.
- Needs Assessment: asking questions and listening carefully.
- Presentation: tailoring your solution to their needs.
- Handling Objections: addressing concerns with confidence.
- Gaining Commitment: closing the sale effectively.
- Follow-Up: building relationships and ensuring satisfaction.
Add one more: feedback & adjustment. This ensures that your process evolves, improves, and becomes less dependent on individual stars.
The Payoff
- Stronger average sales performance across the team
- Less risk when top salespeople leave
- Predictable, scalable revenue
- A system that improves itself through feedback
With a clear sales workflow and disciplined execution, you’re no longer waiting for luck — you’re building long-term success.