Supercharge your sales process

01. Be like Henry Ford

Ford held 48% of the American car market in 1914 because he had a defined process. More than 90% of the businesses SalesStar speaks to still have none, or have one nobody follows.

02. Map the buying process first

Before you write a single step, work out how your market actually buys. Of the 18% of companies reporting a significant sales increase, 82% had built the buying journey into their sales process.

03. A five-step guide to building it

Start with post-it notes, then group them under 4 to 6 phases: lead generation, initiating contact, discovery meeting, presenting solution, the close and account management. Each phase gets objectives, actions and a qualifying checklist.

04. The 20% revenue question

Harvard Business Review found an 18% difference in revenue growth between companies with a formal sales process and those without. SalesStar clients who add coaching and accountability report 37% top-line growth.

05. Cutting ramp-up time for new reps

The Brevet Group puts full productivity at 10 months or more. Kurlan's calculation is sales cycle length plus learning curve plus 30 days, and a process new reps follow from day one shortens it.

06. When mindset derails the process

Mindset accounts for 80% of a salesperson's success. Watch for three red flags: self-limiting beliefs about the process, a need for approval that stops the tough questions, and emotions overriding logic.