P1 — Process
Sales process consulting for sales leaders
Salesforce should reinforce an effective sales process — not attempt to create one.
Most organizations don't have a technology problem. They have an undefined sales process, and a CRM faithfully automating the confusion. We start by defining how your team should sell — then develop the managers who make it happen.
01 — The gap
Most teams have never defined the fundamentals.
Not because they're careless — because nobody ever made them write it down. These are the decisions that quietly determine whether a pipeline review is a coaching session or a guessing game.
- Sales methodology
- Sales stages
- Opportunity management
- Leading indicators
- Coaching process
- Pipeline review process
- Forecasting methodology
- Account planning
More concerning still: many sales managers have never been formally trained to lead a modern sales organization. Without strong sales leadership, even a flawless implementation struggles.
02 — What's included
What a Process engagement covers.
- 01
Sales Management Assessment
An honest baseline of how your managers lead today — coaching, cadence, pipeline reviews and accountability.
- 02
Sales Process Assessment
How deals actually move through your organization, versus how everyone assumes they do.
- 03
Sales Playbook Development
The methodology, stages and qualification captured in a playbook your managers can lead from.
- 04
Sales Manager Development
Developing the people who own execution — because without strong sales leadership, nothing sticks.
- 05
Selling Skills Training
Where required: consultative, relationship-driven selling fundamentals for the team itself.
03 — How it starts
Every engagement begins with a discovery assessment.
Before we recommend anything, we evaluate your current state and deliver executive recommendations — so you know what you're buying, and why. No template, no assumptions.
- A defined sales process your team follows consistently
- A playbook that outlives any individual manager
- Pipeline reviews built on a shared definition of a real opportunity
- Managers equipped to coach, not just report
04 — Questions we get asked
Process FAQs.
Why does the sales process come before Salesforce?
Because configuring a CRM on top of an undefined sales process simply automates the confusion. Salesforce should reinforce an effective sales process — it cannot invent one for you. If the stages, qualification and forecasting rules are unclear in the room, they will be unclear in the system.
We already have sales stages in Salesforce. Isn't that a sales process?
No. Sales stages are only one part of an effective sales process.
A true sales process defines how opportunities progress, the exit criteria for each stage, the activities salespeople should be completing, and the management cadence used to coach and inspect those activities. If managers aren't consistently reviewing the quality of opportunities and the leading sales activities that drive them forward, Salesforce becomes little more than a reporting tool.
What are leading indicators, and why are they important?
Leading indicators are the sales activities that predict future results. Examples include prospecting calls, customer meetings, discovery conversations, product demonstrations, proposals delivered, and follow-up activities.
Unlike revenue or closed deals—which are lagging indicators—leading indicators tell managers whether the right behaviors are happening today to produce tomorrow's results. When managers coach to these activities consistently, they can influence outcomes before it's too late, creating a more predictable pipeline and more accurate forecasts.
What do you actually deliver?
A sales management assessment, a sales process assessment, a sales playbook, sales manager development, and — where required — selling skills training. Every engagement begins with a comprehensive discovery assessment that evaluates your current state and provides executive recommendations.
Our managers are experienced. Do they really need development?
Many excellent salespeople have never been formally trained to lead a modern sales organization — it is a different job. Without strong sales leadership, even a flawless Salesforce implementation struggles, because nobody reinforces the new way of working once the project ends.
Where this fits
All three pillars, or the one that's blocking you.
Process, Platform and People are interconnected — which is why fixing one in isolation usually disappoints. Every engagement starts with an assessment, and if one pillar is clearly the bottleneck, we say so.
Client results
Mark's clear and engaging presentation helped me better understand the platform's features, particularly how to effectively manage sales opportunities and track progress… I feel more confident using Salesforce to drive our team's success.
Mark's the man! He's the guy you want to bring in to train your Salesforce technical and business users. Very engaging, and presents lots of analogies that help learn abstract concepts.
Bill was extremely knowledgeable not only on the Salesforce side but also on Canon Medical's customized version of Salesforce modules. He did his homework very well. He kept the audience engaged throughout the session. Good work Bill!
Let's look at what's actually holding you back.
Every engagement begins with a discovery conversation. No pitch — just an honest look at your process, platform, and people.
Book a Discovery Call